Category Archives for Values Based Marketing

TSE 385: TSE Hustler’s Leagues-“The Power of Three”

TSE Hustlers' League, Conference, DO BIG THINGS, Sales

Today’s episode is another great snippet from the TSE Hustlers League. This is Part One of the Power of Three as we talk about how you can meet with your prospects without complicating things.

The Power of Three:

The concept behind the power of three is to not overcomplicate things with your prospects. Studies show that the number of claims you should share with a prospect is THREE.  This maximizes the impact of your story because it makes it more believable.

Why not beyond three?

  • It gets you to a tipping point where people start to become skeptical.
  • It complicates things.
  • It pushes the prospect to the end decision.

Options, features & benefits: Power of Three Applied

  • Options are great. But the key is not to give them too many options to the point that it gives them a decision paralysis.
  • Identify the core challenge of your prospect then focus on three things you can do that can connect to this core concept.
  • What’s more powerful is being able to present valuable things to the prospect. They may be unknown to them but you may have the solution for it.


Episode Resources:

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Wayne Herring, Donald Kelly, The Sales Evangelist Podcast, Sales Training

TSE 349: Sales From The Street- “Make It Clear”

Wayne Herring, The Sales Evangelist Podcast, Donald Kelly Today’s episode of Sales from the Street focuses on the importance of clarity when doing your sales. I’m bringing in Wayne Herring to share with you how clarity has become a challenge for him and what he has done to achieve it so he can better his sales performance.

Wayne Herring has a coaching and consulting business where he helps companies build their own salesperson recruiting process to help them transition from being the primary seller to building the team.

Here are the highlights of my conversation with Wayne:

Wayne’s biggest challenge:

Not being clear on who you help and how you help them that resulted to ambiguous conversations and not getting the deals.

Strategies Wayne implemented to improve:

  1. Give enough information that they can clearly and definitively say no
  2. Be clear about who you help, how you help, and what you do.
  3. Explore objections when the prospect is not ready.

Wayne’s Major Takeaway:

Make sure you have clarity on who you serve and run your value proposition past somebody else who is not going to shoot you straight even if they hurt your feelings just a little bit.

Episode Resources:

Connect with Wayne Herring on LinkedIn and visit to download a checklist of things you need to think about before you hire your next salesperson.

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Soft Selling, Podcast, Donald Kelly, The Sales Evangelist

TSE 340: TSE Hustler’s League-“Soft Selling”

Soft Selling, Podcast, Donald Kelly, The Sales EvangelistToday’s episode is another excerpt from our mastermind group over at TSE Hustlers League where we talked about soft selling, a selling strategy where the whole concept is that you’re leading your prospects with value and you’re not trying to force them. As what Jeffrey Gitomer said, people love to buy but they don’t want to be sold.

Here are the highlights of today’s episode:

Three steps in soft selling;

  1. Find the ideal customer.
  2. Build value and trust.
  3. Propose.

Soft Selling Strategies to Make People Want to Buy from You:

  • Utilize different social media platforms.

Do not limit yourself to using just LinkedIn. Think about utilizing Twitter to find people and easily connect with them. Twitter is so easy to connect with people.

  • Utilize the power of Twitter

Once you’re able to connect with them on Twitter, then you can invite them to connect on LinkedIn to continue your conversation and have a deeper relationship. Then you’re ready to propose. Twitter allows you to follow some hashtags and get connected with people that you can invite to join your community.

  • Provide education to your ideal customers

Understand the best way that you can educate your customers. Find an education platform that you’re most comfortable with (blog, webinar, podcast, social media, book, white paper, YouTube video). The core of this is to create value in order to excite your prospects.

  • Treat people the way they want to be treated.

As you sit down with the customer and start connecting with them, let them talk the most. It’s like the 70/30 rule. The point is to let them do most of the talking. The more information they tell you, the more you know about their pain points, you can then educate them on possible solutions.

  • The discovery process

Your value as a sales professional and the size of your commission check is determined by the amount of information you obtained rather than the amount of information you present. Find out more so you can speak more to them. Don’t just talk about you but give them stuff that’s going to benefit them.

Episode Resources:

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

Fresh Level Productions, Donald Kelly, The Sales Evangelist

TSE 247: Sales From The Street: “Teach Them”

Fresh Level Productions, Donald Kelly, The Sales Evangelist Today’s guest on Sales From Street is Parchelle Hotten, the owner of Fresh Level Productions, a video production company that does more than just that. Their company is passionate about giving value to their customers by focusing on the results that come from the video they produce, helping clients achieve traffic, and getting them to become leads that ultimately result to conversion.

In this episode, Parchelle shares about the power of video in growing one’s business, the challenges she faced, and how she overcame and achieved the results she wanted.

Here are the highlights of the conversation with Parchelle:

One of the biggest challenges Parchelle had as an entrepreneur:

Conveying the value that video could provide for the customer’s business

What Parchelle did to fix the problem:

  • Providing value through workshops.

Invite 6-10 different people you’ve met over snacks or whatever. This way you will be able to address the concerns in a small environment. Then you can talk about topics like ROI, video, and strong content on your website that are all critical to your business.

What resulted from Parchelle’s strategy:

35-40% expressed their interest at the end of the workshop and wanted to talk with them further. 20% of the people in the room closed business with them resulting to:

  • More customers, more revenue
  • Build relationships with other people
  • More speaking engagements for Parchelle

Parchelle’s Major Takeaway:

Make sure that you position yourself to provide value to your prospective clients in whatever method you can (workshops, video series, white paper, eBook, webinars).

Connect with Parchelle through and on Twitter @freshlevelpro.

Episode Resources:

Fresh Level Productions

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The Sales Evangelist, Donald Kelly, Donald C. Kelly