Posts tagged determination
Never Stop Improving

One of the best ways to improve is to constantly be learning. Invest in yourself, read, learn as much as you can, and become the best "YOU" YOU can be.

Here's a few books I'm currently reading to better MYself: @tcaponi 's #TheTransparencySale , @stephanpaternot 's #AVeryPublicOffering , & @jeffreygitomer 's #TheLittleRedBookOfSelling

WHAT BOOKS ARE YOU READING THIS MONTH?? COMMENT BELOW!!

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Prepare, Prepare, PREPARE!!

Preparation is KEY in sales. I don’t care if you’re suspecting, prospecting or closing, always make sure you are prepared and performing at your absolute best. You never know who’s going to pick up the phone and what impression you’ll have. As we know, you never get a second chance at a first impression. So prepare for everything, write out scripts, think about where you could lose the sale, think about what holes they could poke in your material, and BE READY for anything that gets thrown at you. I promise it will pay off.

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Above All Else, Perservere

The easiest thing to do is to just give up when something’s difficult. But nothing worth having comes easy...So NEVER give in, NEVER give up, NEVER take “no” for an answer, NEVER settle, and ALWAYS try one more time. If you do that you’ll always come out on top in the long run. GO KILL IT!!

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What Doesn’t Grow, Dies

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.

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Whats Your Morning Ritual?

I like to start my day working out, and here's why a morning ritual is important to me:

  • Starts your day on a positive step

  • You'll continue the positive momentum throughout the day

  • Accomplishing one task in the morning, no matter how big or small, will leave you with a sense of accomplishment that you'll want to keep up as the day goes on

  • When you think you look good (because you worked out ;) ) you tend to feel good and others will recognize the positive vibes you put off

  • Working out releases endorphins which puts you in a good mood

  • When you wake up and do something you feel like you're getting ahead of others, which is something you should always be striving to do!

In A Cold Call, Be Unique

People never remember WHAT you say, but they do you remember how you make them FEEL! Use different tones, inflection and pauses in your “pitch” to be different than the other 100 sales people calling that decision maker.

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Better Yourself

You should always be looking to better yourself and that starts with who you associate with. I’m not saying cut all ties with your friends if they aren’t going places, but start hanging out with successful people who are (or are headed in the direction) of where you want to be in life. Over time you’ll naturally move in that direction too.

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Be Your Own Support System

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!

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Win Or Learn, There’s No Losing

View every lost opportunity as a chance to learn. Learn from mistakes, learn from the process and you’ll be that much better prepared for next time. Just don’t make the same mistake twice.

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Every Interaction Is Your Opportunity To Move The Sale Down The Field

In a sales, every phone call, every meeting, every single meeting is your opportunity to move your prospect down the field and one step closer to closing. Doesn’t matter how small of a step forward you take, just keep pushing towards that goal. And don’t waste time talking about your weekend or things that have nothing to do with the sale, then your in “out of bounds” territory and it’s hard to remain in control.

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Work as many deals into the “red zone” as possible and have 3-4 deals in there for every one you want to close (know your closing ratios over time to adjust this up or down). Eventually things will start to close. Make sure your constantly bringing new opportunities on the field so there’s a consistent flow of activity and you never have a dip in your productivity. Now go kill it this week and make some money!

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The Harder You Work The Luckier You’ll Get

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.

Work Deals Through The Sales Pipeline Daily

Brilliance = Simplicity. Keep the sales process SIMPLE, not only for your prospect, but also for yourself. Do something daily to add new deals into your pipeline and work each deal, in each stage, everyday, toward what matter most...the CLOSE!

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Match The Decion Maker!

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.

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First Impression Stats

You never get a second chance at a first impression. How will YOU make it count??

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The 3 Things Your Prospect Will Base Their Decision On

The prospect will make their decision to do business with you or not based on how they feel about YOU, YOUR PRODUCT/SERVICE, and YOUR COMPANY. That’s it, not other reason than those three. So what does that mean to you? You have to make them have UNWAVERING confidence in all three of these areas in order to close the deal!

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How to Build Credibility In The Sales Process

Credibility is crucial in the sales process. Make sure you never do anything to lose it with the decision maker. Everything you do from day one should be moving them closer and closer toward trusting you 100%.

So how do you establish trust??

  1. Demonstrate competence. You need to be viewed as an expert on your product/service (along with everyone else’s) and have the ability to leverage others in your organization to get any questions answered and needs met.

    • You don’t have to be an expert on everything, but you need to be able to draw on the expertise of others to point the prospect in the right direction.

    • The customer doesn’t need explanations of everything you’re doing, they just need to trust that you’re the person who will get their problems solved.

  2. By doing what you say you will: scheduling meetings, showing up on time, following up, accurately relaying back information they’ve told you and following through on commitments.

    • People are viewed as reliable when:

      • Their words and actions are consistent.

      • They keep their word.

      • They are predictable and steady.

  3. The third and final building block of trust is being client-focused. Prospects need to see that you’re looking out for their best interests—not just your own

    • You want them to view you as a trusted adviser - Clients buy advice; customers buy products

Be a Doer, Not a Dreamer

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!

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Always Push Forward

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!

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Start Taking Action

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!

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