Podcast appearances and mentions of steve kloyda

Learn To Prospect Like An Expert With Steve Kloyda   Prospecting isn't to be taken lightly and there are skills needed before you can prospect well. In this episode, Steve Kloyda helps us figure out how to prospect like an expert.    Steve Kloyda has been creating unique selling experiences for over 30 years and has been able to transform the lives of countless salespeople. In addition to facilitating thousands of workshops across the country, he personally made more than 25,000 sales and prospecting calls, listened to and analyzed more than 25,000 sales calls, and facilitated over 6,000 one-on-one coaching sessions. He has clearly earned the title expert! Steve's insights have provided clients with a powerful learning experience for anyone who wants to transform their sales and dramatically grow their business. His aim is to help salespeople attract more prospects, retain more clients, and drive more sales.    Steve also remembers unforgettable customer service. One of his coolest sales experiences was at Hilton Head several years ago when it was suggested to him and his wife to go to the Pink House for dinner. It was indeed an old pink house converted into a restaurant and by dessert, his wife just wanted fresh fruit but it wasn't on the menu. Steve made his request and though it wasn't a dessert they offered the waiter came back 10 minutes later with a plate of fresh fruits so beautifully arranged it reminded Steve of a work of art. To top it all off, they didn't even charge them when they were billed! The Pink House went above and beyond all their expectations.  When was the last time you went out of your way for a customer?   Steve as the prospecting expert  Steve started his company, Telemasters, in 1990. He built the company over 18 years and they specialized in creating a unique process for salespeople to prospect. From that point until 2005, the primary tools for prospecting were basically telephone and email. When 2006 came around, social media including LinkedIn started to look like a great platform to prospect. Steve went on an online class with Carrie Wilkerson, The Barefoot Executive, and what she asked him hit him:    What are you really passionate about? What are you really good at?    Steve has always been good at opening doors and prospecting. To see how many people were looking up topics related to prospecting, he did a Google search and learned that tips, strategies, and ideas were a hot topic. People are searching for these topics about 200 to 300,000 times a month. He decided to sell his Telemaster brand and changed the name into what it is today, the Prospecting Expert.    Claiming it  You can't call yourself an expert unless you've walked that path and Steve has certainly walked them all. Today, he is helping salespeople attract more prospects and drive more sales as he provides a clear path for sales and prospecting success.    The basics of prospecting  The definition of prospecting is  “in search of or to labor for.” As sales reps, we are looking for people who are going to purchase our product or service. We're also searching for new customers and new businesses through our existing customers. Let's look at Hector the Prospector as an example. During the California Gold Rush, he found a nugget of gold but he didn't stop to turn in that one gold nugget. He continued to prospect until the stream dried up and then he looked for another stream.    All successful salespeople never ever stop prospecting. #SalesProspecting    The organic process Prospecting should be an organic process that starts with identifying who your target audience is. One of the mistakes salespeople make is that they don't know who they should be selling to and are prospecting people who don't have the ability to say yes. It really comes down to knowing where your prospects hang out, whether that be online or offline, and identifying ways to approach them naturally.    Prospecting methods over the years Prospecting methods have changed dramatically over the years. In the 1980s, they had the telephone and snail-mail. There was no voice mail or email. In 2003-2004, social media started gaining popularity, especially platforms like Twitter and Facebook. Steve got the first taste of Twitter in 2008 and he immediately disliked it. He thought Facebook was for kids and with the addition of LinkedIn and Youtube, social platforms were coming from all directions.    Steve soon realized that these tools were becoming an important point of contact in the sales process. Some salespeople, however, started to hide behind the technology and they have bought into the notion that somehow Twitter is going to help them sell. These tools can certainly be used to connect, educate, and engage with your target audience but ultimately, a phone call or meeting will have to happen.  People can't forget how to engage.    The way Steve uses social media is with his Instant Sales Nuggets and twice a day, he posts a tip on Twitter. He also knows how to ask his network great questions. These may just be a sentence or two that he puts out but still doesn't post his link. This is the education part he's happy to provide in order to build relationships and start conversations. He repeats this process across the various social media platforms such as Facebook, LinkedIn, and Google+. He will then periodically post his podcasts on his website or promote his website on Twitter. In order to provide valuable content to his network, Steve makes sure he knows what people are looking for and what they're talking about so that what he shares is relevant.    Major mistakes when prospecting  Mistakes can be made online and offline. In addition to believing social media can close a sale for you, the biggest mistake salespeople make online is the  ‘look at me' approach where their content is all about them. You can do some of that but the focus should always be about giving more information than you are asking for a return as illustrated in Gary Vaynerchuk's book called Jab Jab, Jab, Right Hook: How to tell your story in a noisy social world.    Mistakes offline go back to the lack of understanding of their target audience and the lack of preparation:  The target audience has not been identified. There has been no preparation made before the call.  Too much time is spent with people who don't have the power to say yes.    The target audience has not been identified. Niche down so you truly know who will benefit from your product.  What problems can you solve and who is dealing with these challenges?   There has been no preparation made before the call.   Steve is a big believer in scripts but in this case, the script isn't just about words you say over and over but includes the outline of what you want to convey and what questions you want to ask that are specific to your prospect.  Know your agenda and stick to it. Steve says, “The purpose of the calls is to keep the purpose of the call the purpose of the call.” For example, if the purpose of the call is to qualify this person, then qualify him. If it's to set an appointment, then ask for an appointment by the end of the call.    Too much time is spent with people who don't have the power to say yes.  Salespeople can waste a lot of time talking to the wrong people. Ideally, before you talk to someone do your research and answer what Steve calls the Rules of Engagement.    Who is this person? What role do they play in the company? How do they make decisions?   Why do we make mistakes  Many salespeople are never taught the art of asking the right questions or they are afraid of asking the right questions. One of the books that Steve recommends to sharpen this skill is How I Raised Myself from Failure to Success in Selling by Frank Bettger. You can't produce the right results unless you talk to the right people and ask the right questions. Steve suggests the following guidelines when making a call.    Greet with, “Hi, ____.  I know you weren't expecting my call but do you have a minute to talk.” Salespeople are taught not this question gives a prospect an out but it's not true. This question allows you to get right into your qualifying questions whereas, “How are you doing?” ends up being a delay. Mix up your questions. You can ask the prospect, “I understand that you're the person responsible for making the decisions for training for your salespeople, is that correct?” If they say yes, you can keep the same thread going. “Well, ____, you mentioned that you're one of them, so who besides yourself is involved in this decision?”   Ask these questions, give your purpose statement, and ask for an appointment. Create a picture in the minds of potential customers and show up prepared.  When you know what you're going to say, you don't become the script.  The script becomes you.  Make a strong first impression.    Social media platforms are a good avenue for starting relationships but at the end of the day, it comes back to the phone and face to face meetings. The phone is still important in the process of prospecting.    Steve's major projects  Steve loves to create content. He started a webinar series and did that on a monthly basis every Wednesday. You can also check out his YouTube channel for additional content.    Never ever stop prospecting. If you had the cure for cancer, you'd tell everyone. Your job is to plant the seed. Every salesperson can solve someone's problem.  It is your moral responsibility to make an approach and make the call.    “Learn To Prospect Like An Expert With Steve Kloyda” episode resources  Connect with Steve via his email.  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 for free now 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.

Prospecting and Cold Calling for New Sales with Steve Kloyda  #277

The Index Card Business Plan with Brian Margolis #224 In this episode we meet Brian Margolis, author of the “The Index Card Business Plan For Sales Pros and Entrepreneurs”.  The natural order of life and business moves from the simple to the complex. Yet at the same time big advances in science are the simplest of answers. You too can simplify and advance your business. Brian walks us through his business Chaplanning process with only a set of recipe cards! Have a Strategy If you had a completely free day, what would you work on today? If you’re unsure  you don’t have a business strategy. Let’s get one and build a process that ensures results. Stop procrastinating. Characteristics of Pillars on the Index Card Brians process is based on a set of pillars. Pillars are activities when executed consistently have a diproportionate postive effect on your business. When you execute your pillars, in a week you will see results. Examples of Pillars: Proactivity High leverage activity Action or predictable result Something you already know how to do You can measure it weekly It’s not already a habit Example Pillars for one client… Schedule certain number of meetings Send 5 non-sale touches to existing clients 2 hours a week sharpeing the axe Worked out 3 times a week. Brian’s Pillar Prospect and message 3 hours a week (uses a spreadsheet) How To Find Brian Margolis Website: ProductivityGiant.com Twitter @prodgiant Facebook https://www.facebook.com/ProductivityGiant/ LinkedIn www.linkedin.com/in/margolisbrian Go to the website for a worksheet for the book and see the first chapter What are the Sales Process Steps To dig deeper into this topic listen here…. Master the Art of Closing the Sale with Ben Brown#161 Sales Cycling and Startups with Jon Woodroof #145 Wizard of Oz Sales Process with Steve Kloyda #137 4 Step Sales Framing Process with Aaron Janx #131 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 #97 8 morning Rituals for Sales Success with Rayven Perkins #93 The post The Index Card Business Plan with Brian Margolis #224 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Never Lose the Deal with Ganesh Tayi Ganesh Tayi is an author, speaker and CEO of Never Lose The Deal. He is a trusted advisor to companies who want to close more high dollar sales contracts. For more than a decade, he has been personally involved with deals of all levels of depth and difficulty and helped close deals worth over $12 billion. In this episode Ganesh offers  a fresh perspective and powerful proven practices to close more deals. The Challenge Unsuccessful salespeople jump too quickly into building a proposal. This is especially true in the B2B space.  They do this solely from what they hear the prospect say. They fail to deeply understand the full challenge. Too often proposal they propose, is wrong! Successful sales people: Dig deeper and find context of the challenge Understand who are the decision makers Discover how the prospect makes buying decisions Ask about urgency. “How important is it for you to work with a company that offers this value proposition. “ Beware Chasing Ghosts If you fail to discover all the requirements, you are forever chasing a ghost requirement. Fully understand their wants, desires and needs. Three Principles for B2B Selling Ganesh’s book has 10 principles for successful B2B selling. Here are the top three principles to never lose the deal: Align your team with the customer team. Look for common goals. Analyze the opportunity and the deal. Start by building an ROI model. Analyze your competition and how you differentiate.  Lastly analyze your pricing and maximize your profits. Consider deal incentives, not discount e.g 3 year contracts have a better pricing schema.  The right incentives help your customers do the right things. Ask why they are looking, why now and what is their buying criteria, the must haves and nice to haves. Take Action Advice Focus on your prospects business decision making criteria. Once you unravel and understand you can adjust your sales  process accordingly. How To Find Ganesh Tayi Website: http://www.neverlosethedeal.com/ LinkedIn: https://www.linkedin.com/in/ganeshtayi/ Free Copy of the Book: http://freeneverlosethedealbook.com/bookdownload-2/ Must Have Sales Process Steps Let’s keep the babble going. Here are past episodes you’ve gotta listen to: Master the Art of Closing the Sale with Ben Brown#161 Sales Cycling and Startups with Jon Woodroof #145 Wizard of Oz Sales Process with Steve Kloyda #137 4 Step Sales Framing Process with Aaron Janx #131 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 #97 8 morning Rituals for Sales Success with Rayven Perkins #93 The post Never Lose The Deal with Ganesh Tayi #218 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Stop Guessing How to Sell and Use Market Research with Corey Hammer #208 Many companies fail to understand the drivers that motivate customers to buy. Through luck and pluck these companies have found a level of success. Yet they know they’re leaving money on the table. Now if there was only a way to know for certain our prospects are thinking. In this episode guest Corey Hammer shows how companies can stop guessing how to sell and instead use market research to know for FACT,  the drivers for selling success. Corey Hammer has 15+ years as an insights professional across multiple industries. This includes CPG, education, hospitality, pharmaceuticals, and consumer services. He holds a PhD in Experimental Psychology and is a longtime Boy Scout and Scouter (Be Prepared). Market Research Process Companies looking to roll out a new product or service should thoroughly investigate the new market. According to Corey, there is a methodical market research process. This process will provide insight into the drivers for converting prospects into consumers, customers and long time clients. Look at the data you currently collect: sales, overheads, marketing campaigns, conversions, and repurchase. It’s costs nothing to investigate and analyze data already in-house. Analyze and parse the data. For example” Look at marketing ads with different, copy and channels. Next look at conversion rates. However too often people fail look across channels Youtube, Twitter, Facebook, LinkedIn, Instagram, Pinterest etc…. Also focus on internal sales data. Know what’s selling in what channels Next look at your customers. Accept that 80% of your business comes from 20% of your customers. Use a customer experience measurement tool to know how they think. Ask quick questions on recent purchasing and owning experience of you products and services. Make it a transactional survey of a recent purchase, especially B2C.  A relational survey makes more sense in the B2B space. Value Engineering is the process of optimizing the value of a product of service to a customer by lowering costs or improving the functionality. Market research creates the opportunity to successfully complete a Value Engineering activity. Segment audience and align products and services. What Do Startups Do? If you’re new to a market place you can’t rely on existing customers for market research. Instead, Corey recommends you go the library. Many local libraries have the following databases you can use for free: AtoZ Database sales lead research guide D and B Hoovers business research database Next, look outside of the library at the App store to investigate competition. Market Watch  online business and stock market news Seeking Alpha online stock market news How to Find Corey Hammer You can find Corey online at the following websites: Website: www.talismaninsights.com Blog: wow.talismaninsights.com Personal LinkedIn: www.linkedin.com/in/coreyahammerphd Company LinkedIn: www.linkedin.com/company/talisman-insights/ Market Research and Value Propositions Here are past episodes that talk about the power of understanding your ideal client through market research. Listen today! Why Do I Need a Brand with Kim Speed Flawless Follow Up with Steve Rosenbaum #162 Give to Get Marketing with Ray Wood #159 How to Use Lead Magnets To Generate More Sales with Yoon Cannon Authority Selling with Mike Saunders #133 Why Qualifying Prospects is Like Selling To Zebras with Jeff Koser #171 How Value Propositions Bring Value to Your Business #167 Wizard of Oz Sales Process with Steve Kloyda #137 How to Sell Big Clients and Win Tremendous Deals with Melinda Chen #114 How to Create Value During a Sale with George Iacullo #91 The Myth of Know Like Trust #74 How To Build Your Value Proposition with Lisa Dennis #48 Discovering Your Ideal Client Avatar #40 SB013 | Winning Customers by Building Profits, an interview with Bob Rickert Looking for Leads with Social Media, an interview with Brian Basilico #34 The Non-Sellers Blueprint, Email Marketing Tips with Neil Kristianson #11 SB 009 |  Creating a Powerful Brand,  An Interview with Arfan Qureshi Image Message Story. An Interview with Heidi Thorne The post Stop Guessing How to Sell and Use Market Research with Corey Hammer appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Master Your Cold Calling Fear With This 4 Step Script One of the most difficult steps in sales is cold calling. It’s a task dripping with anxiety, dread and reluctance. People want to be loved and respected. Inserting ourselves into a place that yields rejection is scary. But this is the problem.  Prospects rarely seek out vendors and buy. Waiting around for the phone to ring is a bad plan. So it falls on the seller to make the first move. That first move is often on the telephone.  You need to master your cold calling fear.  My definition of a cold call is when you reach out to prospect and they’re not expecting the call. You only have a few seconds to elicit interest making it tricky work. The trick is to have a service mindset focused on learning about the client, understanding their situation, then ascertaining if you can help. To make this lesson real, we’ll use an example of a real phone call. This call contains a series of steps. Each step has a reason and builds on the previous step. Do you stink at cold calling? Having a  cold-call script you trust stops call reluctance. Meet Pat, build that script and start setting appointments today. Register for the  Conquer the Cold Call Consultation First 10 are free with the coupon code “coldcall” ACME Everlast Cold Call Pat: Hi Mike, This is Pat Helmers from ACME Everlast You and I just connected on LinkedIn Did I catch you at a bad time. Do you have 1 minute? Mike: YEAH I GUESS, BUT ONLY A MINUTE P: We help business  owners keep their data safe from costly  feral squirrel hackers. You’ve heard about the squirrel attacks right? M:YEAH I THINK SO P: I’m calling because we have a special assessment program to review your vulnerability to squirrels this month and we’re looking for companies between 20-100 employees and I noticed on your website you have Database solution for Oak forest management and by the way that’s a great looking website! M: OH THANKS WE PAYED A LOT FOR THAT…….. P: Have you been attacked by the squirrels M: NO NOT YET P: What would happen if you were to lose the integrity of your database? M: …….pause …….OH THAT WOULD BE AWFUL: UNHAPPY CLIENTS – REBUILD FROM BACKUPS P: Really, what else M: LOST DEALS P: What else M: …….pause …….OH I DON’T KNOW I GUESS CREDIT CLIENTS FOR LOST BUSINESS P: What else M: …….pause ……. OH I DON”T KNOW PROBABLY MISS OUR YEAR GOAL P:So that would be bad… M: OH YEAH WE HAVE EXPANSION PLANS DEPENDENT ON THE INCREASED REVENUE P: And you’ve not done an assessment on your system before? M: NO… WE’VE THOUGHT ABOUT IT P: I’m curious what’s held you back… M: NEVER REALLY FOUND THE TIME P: What else? M: …….pause …….DON’T KNOW IF WE CAN REALLY AFFORD IT P: Interesting… what else? M: DON”T KNOW IF WE CAN TRUST THE RESULTS, I BET IT’S ALL A SETUP TO SELL US LOTS OF SERVICES P: Yes I’ve heard that before…. What else? M: WELL I GUESS THAT’S ABOUT IT… P:…….pause …….Sounds it sounds like you’re concerned about a squirrel attack and you’re willing to do something about it but at the same time you want to make sure that you’re making an informed decision that doesn’t cost you and arm and a leg.  Is that about right? M: pause………YEAH I GUESS SO P: Mike we’ve been doing this for a long time. We just did a company in your town called Soup to Nuts and found 15 breaches open to squirrel attacks. They said the same thing you said.. .if their system was to be attacked it could cost them millions   We did a free assessment on them and for a very economical investment they were able to remediate their system and avoid calamity. This isn’t really a question of if but when. Do you think this will happen to you too? M: I DON”T KNOW P: Have you ever had your credit card numbers stolen? M: YES P: It’s the same thing right? M: I GUESS SO P: If we were to do this assessment, who’s the tech person in your organization we would work with? M: MARY IS OUR CHIEF TECHNICAL OFFICER P: Mary? M: YES MARY SMITH P: Do you think we could start working with Mary Smith tomorrow to get an assessment started? M: YES I THAT’S POSSIBLE P: Could you check your email Mike, I just sent you a link do you see it? M: ……….pause……….YES P: Great, click on the link and  fill in Mary’s contact info.    What’s her phone number? M: OH IT’S 630- 768-3134 P: Let’s see is we can get this schedule for next week. I’ll give Mary a call later today.  Sound good M: YES P: Great Mike, well thanks for helping set this up with Mary and when it’s done I’d like to set up a meeting with you for the results. Do you have your calendar up, would this time next week work? M: LET ME SEE….. YES I CAN DO THAT. P: Great;  Again thanks Mike for everything and for all your help. Design of a Cold Call Let’s walk through the dialogue step by step and explain what’s going on. Each statement I made has a reason. Notice that most of them are questions. The entire script is choreographed with the following goals: Connect with the prospect so they agree to have a conversation Discover their pain or desires Assess if they are qualified to buy my products or services Show how my products/services address the problems and desire they just mentioned Get them to agree to a follow up meeting ie. get an appointment. The goal is to set up an appointment and to do this whole call in just a few minutes. Step by step breakdown of call This scripts assumes you’ve done your homework and have a good idea they are a qualified buyer. You can learn amazing things on social media, their website and the demographic of the  customers they serve. It also assumes that you have a value proposition. We’ve covered this in length already but if you can’t easily explain that  you serve a specific market with a specific set of needs and desires by provide a specific product/service/solution that have a set of specific benefits. The goal of any cold call is to schedule an appointment. Step One: Call ONE- Call – Dial, Read the script and get permission to engage in a conversation Ask for them by name and mention how you know them. I’m a big fan of LinkedIn and use it to warm them up. This is what’s called social selling. When you see those ads that say “Never cold call again!”, that’s what they’re doing. But it doesn’t have to be social selling. You could also say, I met you at a networking meeting, or a conference, or someone recommended you reach out to them. Make it seem natural that you and they have a common connection and it makes sense for the two of you to be communicating. When they agree give you a minute of their time, the power shifts from them to you. They’ve given you permission to take a bit of their time. Use this gift wisely. Quickly get to the punch sharing your  value proposition . Step Two: Share Reason Use value proposition to share  reason your calling I have a reason for calling. In this situation we have a special offer. The reason doesn’t need to be all that important. Maybe you’re going to  be in town next Tuesday. Maybe you just launched a new product.  etc…  Always have a reason. Short and sweet. Step 3: Qualify Ask questions and listen if prospect qualified Immediately start asking them questions. The more they talk, the higher likelihood you can advance the sale. Turn this into a natural conversation, not a presentation or worse, a lecture. Don’t fall into “selling telling”. If I’m talking more than a couple minutes i have an internal timer fire off and I start getting concerned I’m boring them or not adding value. So I ask a question to make sure they are still engage. Compliment them. In this case I said nice things about their website. No matter how good or bad it is, it’s good for you. It gives you insight into the kind of company they are. When doing outside sales calls I always complimented the building or something in the  persons office. Do what comes natural if you’re talking to someone you already know. Keep asking questions and truly listen to their answers. Have you been attacked, if you got a attacked what would happen? How would it cost you? Discover their pain and the  ramifications of their pain. Find out if your competition as already beat you to this customer Don’t cut them off keep them talking. Keep the conversation going by asking What Else. When I was in college I worked for a marketing company during the summer. I was one of those people who stood with a clipboard in the mall asking people questions about consumer products like cars, rice and beer. One trick they taught us to say what else after every open ended question. It was amazing what people would say. Often it was the third, fourth or fifth question before they really got to the thing that mattered most to them. What Else.  In the end you will know if they are qualified. Don’t argue or debate over their objections. They are concerned about cost, quality, profit, time and being conned.You can’t  blame them given all the sketchy sales people out there. Let them know you’re listening respectfully Once all the what elses are done, show how you overcome their concerns. Use examples of successful past clients. Offer free services to instigate a follow up in-person sales call. Once they agree they have a problem that’s a huge step forward. In this case I ask about the possibility of doing a free assessment. I start acting like an employee of the company and helping them figure out who and when I can work with the right staff, in this case Mary.  But it could be just asking if a time to meet works for them within the next two weeks. This is the WHOLE GOAL of this phone call, to get scheduled 1 on 1 appointment. Notice I ask about possibility. This way I don’t get a hard no answer. Most anything is possible. If they can agree to a possibility, you’ve advanced the sale.   Step 4: Schedule Appointment Get on the prospects calendar to fully share your value proposition. Giving away free stuff is a great way to get people’s interest. But it must be something that makes sense in the context of your offering. In this case we’re giving away a free assessment. But it could be a quick document or article that makes the prospect a little bit wiser and well informed. You need to give to get. A pen, post-it notes or coffee cups don’t have near the value of a well written 5 step checklist pertinent to their industry. The goal of the call is to get an appointment. In this case we’re trying to schedule a meeting to go over the assessment. While you have them on the phone get them on your calendar. Don’t say you’ll call them back to set up a time. Never leave the call without a follow up scheduled. Mindset Have the attitude I’m here to help my customers. I’m not going to take advantage of them. I’m going to earn their trust for life. If I can’t help them maybe I can refer them to someone who can. I’m here to help. Treat everyone like a distant cousin, someone you see once and awhile. You don’t know them that well but you deeply feel related to them. Not like a close friend, but a cousin Think about your  family, close friends, colleagues and community. Consider the skills that you use to build teams, help one another, listen, go the extra mile, partner. Consider those skills and use them when calling. Sales isn’t something separate from life. It is life. And what works with people close to you, works in sales.   How To Boost Your Cold Call Skills Having a  cold-call script you trust stops call reluctance. Meet Pat, build that script and start setting appointments today. Register for the  Conquer the Cold Call Consultation On February 23, 2018  Pat offered 10 free consultations.  Register here and use the discount code “coldcall”   Cold Calling Tips We have many past episodes we’ve shared with advice on how to cold call . Listen now! Strictly Cold Calling – Success Strategies for Business Development with Kerry Heaps #160 7 Healthy Phone Habits to Get First Meetings with Marylou Tyler #150 Myths on Social Selling with Mark Hunter #142 Cold Calling Role Play with John Trybulec #136 6 Simple Steps for Generating New Leads With Chris Helmers Secrets to Prospecting Like a Pro with Carrie Berens #120 Stop Cold Calling Start Communicating with Odile Faludi #109 How to Sell to the Obvious with Stephen Schiffman Sales For Start-ups with Mano Behera Prospecting for New Sales Leads with Steve Kloyda #73 The post Master Your Cold Calling Fear With This 4 Step Script – Anniversary Episode #200 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

How to Make Sales with Voicemail with Dave Moravec #194 Sales Babble listener Dave Moravec visits the podcast to share telephone and voicemail prospecting tips. I  was a guest speaker at his CEO Sales Summit at the Integrity Data offices. I gave a talk on focused listening and qualifying. After the talk,  I fired up the digital recorder and had Dave share how he make sales with voicemail and email to solicit interest and earn an appointment. Sales Voicemail Challenge Do you return your voicemails?  Probably not. The common etiquette is to ask permission BEFORE calling. This is what we do with friends and family. But this wasn’t true in the past. Back in the day, you could call without permission. given there was no caller ID to screen your calls. This idea of permission is flowing into the B2B space. In fact only 4.8% voicemails get returned.  That’s a ration of  1:20.  This is the challenge. Your challenge is to leave a good and pertinent voicemail that will solicit the prospect to take your call OR return your voicemail. One key mindset is to be relevant. Leave a relevant message and be a relevant person. Voicemail Script During the interview we discussed what it means to be relevant and leave relevant voicemails. Dave shared an example: Hey Mary, you told me two weeks ago that I should give you a call because you were excited about the value our company provides. You didn’t have time at that time to learn more but you asked me to find a time that was more convenient. I appreciate that you told me that and I’d love to talk to you at your convenience. Here’s my number or if it’s easier for you this is my email address and we’ll set up a time that works. Thanks so much.  Voicemails and Emails People have one of two preferences: voicemail or email.  Dave uses both to discern their preference. First…. Leave a voicemail. Send an email that mentioned you left a voicemail and share a link Leave a voicemail mentioning you sent an email Dave has a cadence: Two voice mails, Two calls. He uses a one week follow up schedule. He moves the follow up around days and times of day. For example: Leave a message Tuesday morning Follow up Friday afternoon Follow up Thursday morning Conscious of holidays and vacation times Follow follow up until they tell you otherwise. People appreciate persistence and following up.   Take Action Advice Be relevant in the message you leave. Maybe share an article that helps them, recognize they are using a competitor and you might be able to overcome an issue.   Build relationships first. If you’ve done the first relationships, when you leave the follow up message, they will recognize that first conversation created the opportunity. They are likely to appreciate it. How To Find Dave Moravec Dave Moravec is a sales manager at Integrity Data  Dave’s email is dmoravec@integrity-data.com You can connect with Dave Moravec on LinkedIn  Original blogpost Voicemail…Are you returning those messages? Cold Calling Episodes Listen today to past episodes on cold calling, prospecting, voicemails and converting conversations to appointments: Strictly Cold Calling – Success Strategies for Business Development with Kerry Heaps #160 7 Healthy Phone Habits to Get First Meetings with Marylou Tyler #150 Myths on Social Selling with Mark Hunter #142 Cold Calling Role Play with John Trybulec #136 6 Simple Steps for Generating New Leads With Chris Helmers Secrets to Prospecting Like a Pro with Carrie Berens #120 Stop Cold Calling Start Communicating with Odile Faludi #109 How to Sell to the Obvious with Stephen Schiffman Sales For Start-ups with Mano Behera Prospecting for New Sales Leads with Steve Kloyda #73   The post How to Make Sales with Voicemail with Dave Moravec appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Why Do I Need a Brand? In this episode I and  Brand expert,Kim Speed dig deep into the  question why do I need a brand. Everyone says having a brand is critical for success. But is it? What is the fundamental value a BRAND provides you and your company? How does a brand make it easier for me to acquire new customers and prospects? Brand vs Branding According to Kim, your brand is who you are and what people say about you when you’re not in the room. Branding is all the elements that supports your brand: website, ads, emails, logos etc…   Let’s focus on the former, before the latter. Sales and Branding Your brand is useful for your sales process. When done well it open doors and creates trust.  But it’s not an easy path to understand your brand. It’s built on knowing and viscerally understanding your ideal client. This requires companies to go through a value proposition process. Instead of focusing on logos and fonts, focus on who is PERFECT for you product or service. Who Is Kim Speed Kim is the owner of Purple Moon Creative, Brand and Marketing Boutique where she helps start-up companies and small business owners to become visible to their prospects, and to turn those prospects into clients. P 647.558.1962  C 416.992.9701 Kim is the author of the recently published book, Branding on a Shoestring: How to Re-Create Your Small Business Identity and Increase Sales Results in 83 Days or Less.  Go here to get it purplemooncreative.com      and answer the question “why do I need a brand!” Support our Sponsor Bluehost Sales babble is brought to you by Bluehost. Take your idea and start your business online. Sales Babblers can start for only $3.95/month FREE Domain Free Site Builders 1-Click WordPress Install 24×7 support Special intro offer and 30-day money-back guarantee Powering over 2 million websites worldwide Discovering Your Ideal Client Here are a number of past episodes discussing the importance and process of discovering your perfect customer. Listen today! Why Qualifying Prospects is Like Selling To Zebras with Jeff Koser #171 How Value Propositions Bring Value to Your Business #167 Wizard of Oz Sales Process with Steve Kloyda #137 How to Sell Big Clients and Win Tremendous Deals with Melinda Chen #114 How to Create Value During a Sale with George Iacullo #91 The Myth of Know Like Trust #74 How To Build Your Value Proposition with Lisa Dennis #48 Discovering Your Ideal Client Avatar #40 SB013 | Winning Customers by Building Profits, an interview with Bob Rickert The post Why Do I Need a Brand with Kim Speed appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Learn more about Steve Kloyda: http://theprospectingexpert.com Special Guest co-host - Tony Elam - http://fitdigitalmarketing.comSupport the show (https://www.paypal.com/cgi-bin/webscr?cmd=_s-xclick&hosted_button_id=CQWQVRBGQCK7E&source=url)

So, you've gotten in the door and pitched your idea or venture to someone, but they aren't interested. How do you handle their objections? Your response makes a world of difference—for them, for you, and for your venture.

So, you've gotten in the door and pitched your idea or venture to someone, but they aren't interested. How do you handle their objections? Your response makes a world of difference—for them, for you, and for your venture.

In this toolbox episode, we talk about how to "get in the door" so you can sell your idea to people who want it, but don't know it yet.

In this toolbox episode, we talk about how to "get in the door" so you can sell your idea to people who want it, but don't know it yet.

Many organizational training programs are built on the foundation of "product knowledge."  While majority of sales training programs teach new hires what to sell, many organizations forget to teach their teams how to sell.  Steve Kloyda is the Founder of The Prospecting Expert and, he has identified the need for proper education for salespeople and their teams on effectively identifying, approaching and selling to qualified leads.  Steve has personally made more than 250,000 sales and prospecting calls, analyzed more than 25,000 sales calls, and facilitated over 6,000 one-on-one coaching sessions.  In this episode, we are going to dive into what makes a sales call effective and unique, how to overcome sales call reluctance, and what you can do to leverage your own network for more qualified leads and referrals.  Download Steve's Prospecting Playbook by clicking here.

Many organizational training programs are built on the foundation of "product knowledge."  While majority of sales training programs teach new hires what to sell, many organizations forget to teach their teams how to sell.  Steve Kloyda is the Founder of The Prospecting Expert and, he has identified the need for proper education for salespeople and their teams on effectively identifying, approaching and selling to qualified leads.  Steve has personally made more than 250,000 sales and prospecting calls, analyzed more than 25,000 sales calls, and facilitated over 6,000 one-on-one coaching sessions.  In this episode, we are going to dive into what makes a sales call effective and unique, how to overcome sales call reluctance, and what you can do to leverage your own network for more qualified leads and referrals.  Download Steve's Prospecting Playbook by clicking here.

One of the major challenges I faced as a sales representative was always finding qualified individuals to add to my pool. This is a challenge that is faced by many sales professionals and entrepreneurs who are looking to grow their business. Well, this is why I decided to invite Steve Kloyda to join us on the […] The post TSE 039: Learn To Prospect Like An Expert With Steve Kloyda!   appeared first on The Sales Evangelist.

Have you ever looked at the Wizard of Oz through the eyes of a salesman? Steve Kloyda, The Prospecting Expert definitely has. In today’s conversation with Steve he breaks down the five key actions and questions that are evident in… Read more › The post 013 – Steve Kloyda – Prospecting and sales expert appeared first on Expert Empire.

Panel Steve Kloyda (twitter facebook linkedin youtube The Prospecting Expert) Eric Davis (twitter github blog) Charles Max Wood (twitter github Teach Me To Code Rails Ramp Up) Discussion 01:03 - Steve Kloyda Introduction The Prospecting Expert The Prospecting Minute 02:38 - Being a good prospector Never stop prospecting Passion 04:42 - Prospecting and Selling To Sell Is Human: The Surprising Truth about Moving Others by Daniel H. Pink 08:10 - Marketing and Sales Cliff Ravenscraft 12:05 - Prospecting Tools Email Text Messaging Video Social Media The Icarus Deception: How High Will You Fly? by Seth Godin The Thank You Economy by Gary Vaynerchuk 19:25 - Audience Connect Educate Engage 24:54 - The Wizard of Oz Purpose Who Game Plan Solution Next Step 34:03 - The Best Next Step 38:31 - Referrals Fear of rejection Psychology Centers of Influence 46:51 - Keeping the sales process simple Ask for the business Objections  Picks Indie Game: The Movie (Eric) Anker Battery Pack (Chuck) Parade of Homes (Chuck) Evernote (Steve) Evernote Hello (Steve) Evernote Food (Steve) Nozbe (Steve) How I Raised Myself from Failure to Success in Selling by Frank Bettger (Steve) The Icarus Deception: How High Will You Fly? by Seth Godin (Steve) Next Week Bookkeeping and Business Expenses with Scott Sweeney Transcript [Are you a busy Ruby developer who wants to take their freelance business to the next level? Interested in working smarter not harder? Then check out the upcoming book “Next Level Freelancing - Developer Edition Practical Steps to Work Less, Travel and Make More Money”. It includes interviews and case studies with successful freelancers, who have made a killing by expanding their consultancy, develop passive income through informational products, build successful SaaS products, and become rockstar consultants making a minimum of $200/hour. There are all kinds of practical steps on getting started and if you sign up now, you’ll get 50% off when it’s released. You can find it at nextlevelfreelancing.com] [Hosting and bandwidth provided by the Blue Box Group. Check them out at bluebox.net] CHUCK: Hey everybody and welcome to Episode 50 of The Ruby Freelancers Show. This week on our panel, we have Eric Davis. ERIC: Hello! CHUCK: I'm Charles Max Wood from devchat.tv. I just want to remind you that you have one week left to go sign up for Rails Ramp Up at railsrampup.com. And we have a special guest and that is Steve Kloyda! STEVE: It's great to be here, thanks for having me. CHUCK: Oh it's great to have you! I met Steve at the New Media Expo. He was hanging out with the bunch of us from Cliff Ravenscraft's "Podcast Mastermind", and it turns out that he knows a lot about prospecting for potential clients. And it seems like that's one of the hard things that we have to do as programmers - to find new clients. So I invited him to the show and we are happy to have you. STEVE: It's really great to be here. And yes, we are all searching for new clients at point or another and it's probably one of the biggest challenges that entrepreneurs, small business owners, and sales people face on a daily basis. So I'm really excited to be here to talk about it because this is my passion. CHUCK: Awesome! You're also the podcasting expert at thepodcastingexpert.com, correct? STEVE: Yes "theprospectingexpert".. CHUCK: [laughs] Sorry.. STEVE: It's alright. Theprospectingexpert.com is my website address and then I have a podcast that I do every week called "The Prospecting Minute" podcast. CHUCK: Is it longer than a minute, I take it? STEVE: Actually it's 3-5 minutes. Sales people tend to have a very short attention span, and some of my -- I do interview some people and sometimes I go 25 or 30 minutes, but the average show is between 5 and 7 minutes in length. That'll like to give them quick,

Panel Steve Kloyda (twitter facebook linkedin youtube The Prospecting Expert) Eric Davis (twitter github blog) Charles Max Wood (twitter github Teach Me To Code Rails Ramp Up) Discussion 01:03 - Steve Kloyda Introduction The Prospecting Expert The Prospecting Minute 02:38 - Being a good prospector Never stop prospecting Passion 04:42 - Prospecting and Selling To Sell Is Human: The Surprising Truth about Moving Others by Daniel H. Pink 08:10 - Marketing and Sales Cliff Ravenscraft 12:05 - Prospecting Tools Email Text Messaging Video Social Media The Icarus Deception: How High Will You Fly? by Seth Godin The Thank You Economy by Gary Vaynerchuk 19:25 - Audience Connect Educate Engage 24:54 - The Wizard of Oz Purpose Who Game Plan Solution Next Step 34:03 - The Best Next Step 38:31 - Referrals Fear of rejection Psychology Centers of Influence 46:51 - Keeping the sales process simple Ask for the business Objections  Picks Indie Game: The Movie (Eric) Anker Battery Pack (Chuck) Parade of Homes (Chuck) Evernote (Steve) Evernote Hello (Steve) Evernote Food (Steve) Nozbe (Steve) How I Raised Myself from Failure to Success in Selling by Frank Bettger (Steve) The Icarus Deception: How High Will You Fly? by Seth Godin (Steve) Next Week Bookkeeping and Business Expenses with Scott Sweeney Transcript [Are you a busy Ruby developer who wants to take their freelance business to the next level? Interested in working smarter not harder? Then check out the upcoming book “Next Level Freelancing - Developer Edition Practical Steps to Work Less, Travel and Make More Money”. It includes interviews and case studies with successful freelancers, who have made a killing by expanding their consultancy, develop passive income through informational products, build successful SaaS products, and become rockstar consultants making a minimum of $200/hour. There are all kinds of practical steps on getting started and if you sign up now, you'll get 50% off when it's released. You can find it at nextlevelfreelancing.com] [Hosting and bandwidth provided by the Blue Box Group. Check them out at bluebox.net] CHUCK: Hey everybody and welcome to Episode 50 of The Ruby Freelancers Show. This week on our panel, we have Eric Davis. ERIC: Hello! CHUCK: I'm Charles Max Wood from devchat.tv. I just want to remind you that you have one week left to go sign up for Rails Ramp Up at railsrampup.com. And we have a special guest and that is Steve Kloyda! STEVE: It's great to be here, thanks for having me. CHUCK: Oh it's great to have you! I met Steve at the New Media Expo. He was hanging out with the bunch of us from Cliff Ravenscraft's "Podcast Mastermind", and it turns out that he knows a lot about prospecting for potential clients. And it seems like that's one of the hard things that we have to do as programmers - to find new clients. So I invited him to the show and we are happy to have you. STEVE: It's really great to be here. And yes, we are all searching for new clients at point or another and it's probably one of the biggest challenges that entrepreneurs, small business owners, and sales people face on a daily basis. So I'm really excited to be here to talk about it because this is my passion. CHUCK: Awesome! You're also the podcasting expert at thepodcastingexpert.com, correct? STEVE: Yes "theprospectingexpert".. CHUCK: [laughs] Sorry.. STEVE: It's alright. Theprospectingexpert.com is my website address and then I have a podcast that I do every week called "The Prospecting Minute" podcast. CHUCK: Is it longer than a minute, I take it? STEVE: Actually it's 3-5 minutes. Sales people tend to have a very short attention span, and some of my -- I do interview some people and sometimes I go 25 or 30 minutes, but the average show is between 5 and 7 minutes in length. That'll like to give them quick,

43: CD Podcast Episode: All About Prospecting: An Interview With Steve Kloyda In this podcast episode, Jenn learns all about what it means to engage in prospecting, whether in the business world or in personal life. For more than 30 years, Steve Kloyda has been creating unique selling experiences that transform the lives of salespeople, prospects and customers. In addition to facilitating thousands of workshops across the […] CommunicationDiva.com Related posts: 28:CD Podcast Episode: How to Be Assertive! 39: CD Podcast Episode: 9 Interview Tips for Podcasters 42:CD Podcast Episode: The Power of Storytelling