As territories expand and as businesses grow, I personally find myself doing a lot more meetings over the phone and video conference. One of the most important things we have is our time, and what we do with the time we have to be the most productive. If I can save myself from driving an hour to and from a meeting, still hold it via video conference AND have a few extra hours to get things done, I consider that a huge win. As we move more and more toward this model too and working from home more, we’ll eliminate need for actual offices, saving money for the business. We can essentially work from anywhere in the world too and still be productive. Excited to see what the future has in store!
You have to constantly be growing in life, no matter what it is. Your mind, your body, your career, your bank account - EVERYTHING in this world is either growing, or dying. This isn’t my opinion, it’s a scientific FACT. Even something as small as a plant, if it’s not growing and getting stronger it’s shrinking and dying.
So never be complete, never be satisfied, always strive for more. More knowledge, more skills, more money, better career, better health and constantly be looking for ways to step out of your comfort zone and GROW.
It’s good to have a support system, but don’t be so reliant on other people that you NEED them to pick you up when you’re in a slump. Be your own support system, how confidence and better yourself everyday so you have the right mindset to overcome any obstacle. Go FREAAAAAKING KILL IT today, and end the week strong!
There is no such thing as “lucky.” The ones who you view as lucky work harder than you to get there. Sorry to break it to you, but that’s the harsh reality. If you don’t like it, GET TO WORK❗️ Then you too will find that the harder you work, the luckier you’ll get 😉👌🏼. Happy St. Patrick’s Day and stay safe out there.
Whether you’re on the phone with someone or sitting down face to face, most people can’t remember all of the details you throw at them. Our brains just aren’t wired that way. But they DO remember you by your tone of voice, your level of excitement, and how excited you got them to buy from you. So remember, don’t focus on facts and statistics, focus on making them EMOTIONALLY compelled to do business with you!
You’ve got to be MATCHING the decision makers personality type, style, the way they talk, sit and act, so they feel connected to you. People want to buy from people they’re connected too. Don’t mock them, but if they’re being direct, you be direct, if they’re leaving back in their chair, you lean back in yours. They need to feel like you get them, like you’re in sync with one another and you have a good rapport. They won’t feel that way if you’re complete opposites.
You never get a second chance at a first impression. How will YOU make it count??
Take risks, take a chance, get knocked down and make mistakes! At least it shows you’re trying your hardest. Now go get after it!!
Quit talking about what you’re going to do and go get after it! People always talk about the next best thing on the horizon when they should stay quiet and let their successes do the talking. Be a DOER, not a DREAMER!
Always push forward. Doesn’t matter if you stumble, trip or fall. Get knocked down 7 times and get up 8. Never give up and keep moving toward your goal!
Mindset is everything in sales and in business. You need to be on the top of your game all the time so you don’t miss opportunities. But that’s tough! Go back to WHY you started in the first place because for whatever reason it was that made you get into it, it should be enough to keep you going. There’s a great quote from “On Fire,” a book by John O’Leary, that said “if you know you’re why, you can endure any how.” Always know your why. Know why you need to succeed in your current position and push yourself to get there. Not as easy as it seems, but work to change your mindset and the situation will change.
There’s another technique you can use too. When you’re in a good mood, when something really great happens to you that makes you excited, try to harness that emotion. Remember that feeling and when you’re mindset isn’t right, think back to that amazing feeling you had.
You cannot learn how to swim by taking notes on the sideline. You learn by getting in the water and DOING . It’s the same in sales and it’s the same in business. You’ll learn more, improve quicker and have better results when you dive right into the fire!
You need to have the #courage to NEVER GIVE UP under any circumstances . You got goals, dreams, plans...go after them! Start today and if you don’t succeed right away, try again tomorrow. It’s impossible to beat someone who never gives up. So be known as the person who NEVER gives up!!
Don’t sit around and gameplan about something. Jump right into the fire and like @nike says, JUST DO IT! REAL experience is better that hypothetical experience any day.
Tips on dealing with competition:
Know them front backwards and sideways
Know their strengths, know their areas of opportunity and DEFINITELY know their areas of opportunity
Tell the prospect / customer all of the great things that the competitor does that your product or service can do as well, but add at the end their areas of opportunity that YOUR product / service has to offer
Don’t focus on the things you both do, you’ll lose them. Ask questions as to what they like and say “that won’t change, but tell me what you don’t like…if you could change one thing, what would it be?”
Do a SWOT (Strengths Weaknesses Opportunities Threats) analysis for each competitor in your space
Don’t ever talk bad about a competitor, people can see right through that. Instead just let your sales skills do the work and sell on the fear of the unknown. So pitch it more like “you don’t know what you don’t know and what you’re missing by not being with me.”
I never understood why sales reps never follow up. NO ONE is going to call you, YOU have to call THEM to get the sale. If you expect anything less, you’re in the wrong profession.
Be aggressive and go lock the sale down!
What always keeps me going, even when I don’t always feel like it, is envisioning my competition or peers quitting. When they’re working, you DEFINITELY have to be working too, but when they decide to give up you gotta take it into overdrive and widen the gap even more. No Mercy!
The trick isn’t just hitting a goal, it’s about establishing the right process that works so you CONSTANTLY hit that goal.
Everyone has trouble getting through to decision makers. Gatekeepers are hired and are there to make sure YOU DON’T GET THROUGH! So how do you work around that? The best way to overcome them is to avoid when they’re there. Decision makers are in early and/or work late, so try them then. Call them before 8 or after 5 before the gate-keeper gets in or after they leave so you have a direct line to the person you’re trying to reach. You’d be surprised how many people you get through to.
And if you do catch the gatekeeper, don’t sound like every other salesperson. Try a couple things to mix it up:
Use the shortened version of the decision maker’s name (I.e. “is John there?” Not “is Mr. Smith or Johnathan in?”)
When they ask who’s calling say things like “It’s John just calling him back.” You have called before so you’re trying again, it’s not a lie, just mix the words around to sound more casual
Use their name and get to be friendly with them. You’d be surprised how many gatekeepers might just put you on the decision maker’s calendar if you ask after they get to know you
Ask when a good time to call back would be