Month: August 2023

Do the people that we hang around with on a consistent basis make a difference in our lives when it comes to having success?  

The answer to that question is a definite YES. Our circle of influence really does matter.

The people you surround yourself with will affect your future success. The bottom line is that you are the result of the closest five people that you surround yourself with.

This is why it’s important to surround ourselves with good positive influences. When you have the right people in your life, they are an excellent source of inspiration and help in your life. This allows us to become better versions of ourselves.

Take a look at the five people that you surround yourself with. Take inventory on whether or they are adding to your success or hindering your success.

You become who you surround yourself with. You are a product of your own environment. If you hang around with people that speak foul language constantly, eventually, you will fall into the trap also. Your odds of having success and joy in your life will grow much more if you are surrounding yourself with positive and joyful people.

This is incredibly important, because your circle of influence definitely matters when it comes to your future success. If you are surrounding yourself with people who constantly complain and talk about others, eventually, you will also fall into that trap. 

If you truly want success in your life, you must hang around with others that are positive, encouraging and committed to lifting others up.

Now I am not saying to get rid of all your friends. What I am saying is be careful on who you spend the majority of your time with. The people that you hang around with will determine your future.

The first step is to make sure that you have the correct attitude that people want to be around. This all begins by committing to living life with an attitude of gratitude. Instead of complaining about things, start being grateful for all the blessings that you have in your life. Be an encouragement to others and commit to a lifestyle of positive thinking, always speaking uplifting words. Be the type of person that others are drawn to. Have the kind of attitude that will attract others to want to spend time with you.

The next thing is to find people that are close to or already where you want to be in life. Be around those that care about your success. Get to know them. Find out what makes them tick. Your circle of influence must always have a growth mindset. I always say that if you are the smartest person in your circle, than you are in the wrong circle. Get to know people that are committed to constantly improving.

It’s an amazing thing when you start to develop friendships with those who will influence you. These type of friends will encourage you, challenge you, and actually hold you accountable to your goals. Make sure that you are providing the same for others as well. Always show gratitude and appreciation for their friendship. 

True friendship is helping each other succeed in life. When you are surrounding yourself with others that are like-minded, you encourage each other to accomplish so much more. Always make sure that you are bringing value to others to help them be successful.

The bottom line is that if you want to get the right circle of influence, you must focus on others. Do the things that others find helpful. Always be encouraging and show compassion when interacting with your circle. Never be jealous of other’s success. Instead, be grateful and happy for their accomplishments. This will help you to develop true friendships.

So going forward, commit to being a positive winner that others want to be around and start surrounding yourself with people that are like minded. Commit to success, and commit to helping each other achieve goals. Remember, you are who you hang with! Make sure you are hanging with the right people.

Happy Selling,

David

We’ve all heard the phrase if you fail to plan your planning to fail.

This phrase is often used to mean that if you don’t plan ahead, you’re setting yourself up for failure. And while that’s certainly true, it’s also important to remember that even the best-laid plans can go awry.

That’s why it’s important to have a backup plan (or two). And to be flexible in your planning, so that you can adapt as needed.

Here are some tips to help you plan for success in the new year:

1. Set realistic goals.

Don’t set yourself up for disappointment by setting unrealistic goals. If you’re not sure what you can realistically achieve, ask a friend or family member for their input.

2. Make a plan.

Once you’ve set your goals, it’s time to make a plan of how you’re going to achieve them. This should include everything from what you need to do each day or week, to what resources you need to accomplish your goals.

3. Set a deadline.

If you don’t set a deadline, it’s easy to procrastinate and never get around to accomplishing your goals. Make sure your deadline is realistic, and give yourself a little wiggle room in case you need it.

4. Be prepared for setbacks.

No matter how well you plan, there will always be setbacks. The best way to deal with them is to be prepared for them. That means having a contingency plan and being flexible in your planning.

Following this approach almost guarantees your success in whatever venture you work in. So it is very crucial to choose to plan every time. Choose success over failure. Remember, If you fail to plan you are planning to fail.

Start planning now!

Happy Selling,

David

If you guys haven’t figured it out, I have a passion for new people in this business. I still am a new person really.  But I finally broke the barrier that many are blinded by today and I want to encourage newer people to do the same and not make quitting a quit. The #1 way to make it is through year one is by developing good habits and killing old habits. 

Here are some having building tips:

1. Have a partner.  Habits are easier when two or more are focused on developing them together. If you don’t have a partner, I’ll bet there is someone in your shoes in this group who thinks about quitting daily and would love to go through the process of this business together.  

2. Practice a “clean slate policy.”  When you get behind, miss a day, or discover what doesn’t work for you, wipe the slate clean, forgive yourself and start again.  

3. Pursue progress, not perfection.  As we discussed yesterday we need to keep making progress. Consistency matters way more than doing it perfectly.

4. Shrink the challenge.  If you stop practicing the habit, chances are you’ve set a goal that’s bigger than the time and energy you have available.  Try shrinking the task until you’re 90% sure you can do it.  

5. Keep going, even when you don’t see progress.  Small habits, maintained over a long period, can lead to lasting change. 

6. Take as long as you need.  Don’t just complete the plan.  Aim to build lifelong habits. 

7. Have fun.  Experiment.  Be curious.  Take habits seriously, but approach them playfully.  Aim to learn about what works for you and what doesn’t.  Enjoy the process.  

Never forget to act with integrity and think long term.  We have one of the best opportunities in America. But it ain’t easy. Have a great day everyone.

Happy Selling,

David

The older I become, the more I realize the importance of constantly progressing. No matter what level that we reach in life, we must continue to grow. Whatever we do, both personally and professionally, improvement should always be our goal.

If you want to have continuous joy and fulfillment in your life, you must make a commitment to always keep progressing. The happiest people I know are the ones that continue to grow. 

Setting goals and achieving them will always be exciting. Make sure that you are enjoying the journey and celebrating your successes. However, it’s important to not become, complacent. The thing that will give you long-term happiness is knowing that you are continuing to progress.

Make a commitment to be constantly setting new goals. Achieving goals is always satisfying but, the truth is, the satisfaction is temporary. When you reach one level of success, you will see that there is always another level. I’m not talking about just financially. I am referring to all areas of life. The levels never end. Constantly improving and growing and reaching new levels will bring you happiness. 

We will all go through changes in life. Change is automatic, change is unavoidable but progress is not. Success is a journey, and you must continuously choose to create a life that you love. When you progress, you look forward to getting up in the morning. You have a purpose, because you are constantly growing, giving, serving, and making a difference.

Remember, this has nothing to do with your feelings. Make a decision to feel good for no reason. Wake up each morning with goals set for the day. Choose to progress and to go out and make it happen. 

The bottom line is that progress equals joy and happiness. Perhaps, you may not be where you want to be in your life yet. If you’re improving and you are making progress, keep going! Do not look back! Keep improving and keep progressing. That’s how you achieve true fulfillment.

What I have found is that life is not just about achieving the goals. Life is about the person you become while pursuing those goals. By making a commitment to keep progressing and keep improving, you will become much more fulfilled.

Starting today, Monday, make a commitment to continuously, improve your business, your relationships, fitness, and your overall health. Live a life filled with joy, happiness, gratitude, and fulfillment. No matter what level that you achieve, continue to move to the next level and truly enjoy this wonderful journey called life.

Happy Selling,

David

We all know the world of merchant service sales is filled with people who couldn’t handle the demands and pressures of the job. Did you know that nearly 21% of the entire U.S. workforce is made up of salespeople from all different backgrounds, studies suggest that over 55% of sales reps shouldn’t be in their positions. These numbers may seem staggering to an outsider, but it wouldn’t take much to convince anyone who has spent significant time in sales that they’re accurate. The point  to all of this is that achieving success in sales isn’t as easy as most people think. There are tools, which help you make more money but ultimately it’s the salesperson’s responsibility to sink or swim. 

Real salespeople know this, and become frustrated with the general public’s misunderstanding of our career, and the way some people treat those of us who work in  this world of sales. Below is this weeks 

 From the home office in Ding Dong, Texas, Here are the

Top 10 Things sales people are Sick & Tired of Hearing.

10. I’m getting a better deal somewhere else – People love telling salespeople that they’re getting a better deal somewhere else. Sometimes it’s true, sometimes it’s a negotiating tactic, and sometimes they’re just plain wrong. But when a salesperson hears those words from a customer’s mouth, unless they have the ability to defuse the lame objection, the immediate reaction is to say “That sounds like a great deal, you should take it!”… Rookies.

9. You’re all dishonest – Believing that all salespeople are dishonest is like believing that all college grads cheated their way through school. A small segment of salespeople who conduct business dishonestly and unethically give the others a bad name, but most salespeople are simply hardworking folks trying to feed their families.

8. I’d be great at sales – Whenever someone who has never worked in sales says that they’d be great at it, salespeople cringe because the person usually has absolutely no idea what it takes to succeed. Just because someone is outgoing, or good at talking to people doesn’t mean that they could even survive in a sales role, let alone be great at it. Sales isn’t for the faint of heart.

7.  I don’t want to play games – Let’s be honest here. Any customer who says that they don’t want to play any games is about to start playing so many games with you that you’ll think you’re a supporting actor in one of those Saw movies. The types of people who talk like that are usually projecting their behaviors onto you, so don’t be surprised if when they say that, you’re quietly thinking to yourself  “Let the games begin.”

6.  Why didn’t you get an education? – People oftentimes incorrectly assume that salespeople are uneducated. While some salespeople don’t have college degrees, many of them do, and some even have advanced engineering or medical degrees as well. But even the salespeople who haven’t attended college become educated on their respective products, and the best of the best become experts and influencers in their space.

5.  But I read something different online – Some prospects and merchants are woefully misinformed about our services and products, and don’t believe salespeople when we try to help them understand. The internet can cause all sorts of misunderstandings when it comes to pricing, product information, and availability. The upside is that an educated customer has the intention to buy, the downside is that they oftentimes think they know more about your product and pricing than you do. Moral of the story, a lot of what read online are teaser rates and information to get you to respond.

4. Can’t you just give me a bigger discount or lower rates? – People always want a discounts and lower rates and you can’t blame them for it. But what you can blame them for is a lack of understanding that not only does the salesperson oftentimes have little control over pricing, but that we have bills to pay too! When someone asks for freebies, it makes you want to show up at their job during the day and ask them how they’d like to work for free.

3. I’ll definitely call you back – One of the first things a new salesperson learns is that the customer almost never, ever call back. Most people promise to call back because they don’t have the courage to let the salesperson know that they’re not interested, or are afraid of some sort of confrontation, but one thing is for sure: the overwhelming majority of people who say they’ll call or come back never do, and  like we discussed many times before most sales people never, never, ever follow up. sigh….

2.  Do you know who I am? – If you’ve ever worked in any customer-facing role, you’ll come across these type of people every now and then. Not only are they nearly impossible to please, they think that because they know someone, or work somewhere, or are someone’s relative that they are entitled to the world, and that all salespeople should bow before their majesty. Not going to happen, very quickly walk away.

And the #1 Thing Merchant Salespeople are Sick and Tired of Hearing

1. I used to work in sales, I know all of the tricks – When a customer says this, it’s safe to say that they were probably the worst salesperson to work with, and probably didn’t know what they were doing. There’s a big debate over whether other salespeople are the easiest or the most difficult to sell to, and the answer is both. Good salespeople are the easiest to sell to because they understand the game, bad salespeople are the most difficult to sell to because they don’t.

So there you have Top 10 Things sales people are Sick & Tired of Hearing.

Did I miss one? Let me know at the email below.

Have a great weekend,

David

The confident salesperson is naturally more efficient and more effective than the salesperson who’s not. Lack of confidence is one of the things that I’ve identified in surveys I’ve done for thousands of salespeople as to why they don’t prospect. 

How do you overcome a lack of confidence?

Here are six ways expert sellers stay self-assured and crowd out the doubt.

1. Create a success list. 

Take a piece of paper and write down all the successes you’ve had in sales. I don’t care if it has something to do with prospecting or not. Write it down, and look at it and give yourself a big hug or pat on the back and think, I’m actually very good. I do a great job. I do a great job…negotiating deals….getting contracts signed… etc. 

2. Surround yourself with positive people. 

You can’t afford to spend time with Negative Nelly. Or a Pity Pete.  We become the sum of the five people we associate with the most. That came from Jim Rohn, one of the master motivators. So I want you to surround yourself with positive people.  Monitor your influences. You need to be very careful of what news you watch or what social media you consume, too. Pay attention. 

3. Set achievable goals. 

You may have this unbelievable number that you need to attain by the end of the year. Instead, set a goal that you can achieve.  The goal you can achieve might be just making five phone calls today. It might be closing one sale. It might be getting X percent of business. That’s okay. 

And you know what happens when you achieve a goal? You actually become more motivated, and motivation creates momentum. Momentum creates confidence. When I’m working with salespeople who are struggling, I say, “Just make two phone calls.” That’s your achievable goal. Then tomorrow, make three or four, just slowly increase it.  

4. Believe in yourself. 

Every one of these pieces up to this point has been about helping you to believe in yourself. If you don’t believe in yourself, why would your prospects believe in you? 

Have you ever been around people who just have an ability to attract other people to themselves? It’s because they have a level of confidence. I’m not talking about arrogance. No, arrogance has no place. I’m referring to a kind of confidence in which they know they can help people, know what their objectives are, what their goals are, and have a plan to do it. 

5. Be consistent. 

One of the best ways to become confident is by being absolutely consistent in your activities. I like to exercise, and when I’m getting ready, I have to be very consistent in my habits. Otherwise, I’m not going to believe in or be confident in myself. But when I’ve been able to get out and achieve the mileage and the repetition I need, I come into that race very confident, and I’m able to complete that run. 

It’s amazing how being consistent in your activities goes a long way to creating confidence.

6. Celebrate your wins. 

Regardless of how big or small, every day celebrate your win(s).  Your win today may be having one phone call returned or one really great email. Celebrate it.

Too many times people only celebrate big wins. Then they feel, Well, somebody else got a bigger win… Well, I can’t sell.  Celebrate your wins, and watch your success grow.

Happy Selling,

David

One of the big keys in having success is to never quit. It’s important to understand that no matter what journey of success you are on, you will have many difficulties.

Failure will be part of your journey. There will be several times when you feel like throwing in the towel.

Always remember this: if you quit once, it becomes a habit. No matter what, never quit. Quitting definitely can become a habit. Justifying quitting is a skill. What we work on now and practice allows us to become better. If you keep quitting now, you’re actually developing skills that will make you quit in the future.For all the parents out there, let me encourage you to teach your children the importance of follow-through and never giving up. If we allow our children to quit something because they’re bored or it’s harder than what they thought it would be, you are actually teaching them the habit of quitting. I guarantee you, they will take this habit into adulthood.
Perhaps, you have found yourself trapped in this habit. It’s not too late. If you woke up this morning, you can definitely change. You have to find internal motivation to keep going when you feel like giving up.

The first step is to identify your WHY.

Whenever you feel like quitting, you have to remind yourself why you started in the first place. Be clear on exactly what you want to do and then make the commitment. It’s going to take time and effort to achieve your goals.If things don’t seem to be going your way, sometimes you have to find a different way to do things. Do not lose the goal. You may simply have to change the plan.
The road to success is always under construction. Things will never be perfect. Never allow this to hold you back. It is much better to begin to do something and fail than wait for things to be perfect before you start. The important thing is to start right now and start right where you are. Do not wait for the perfect time and do not wait until you feel you are 100% ready. Today is the day to begin.
Remind yourself throughout your success journey that the failures and the challenges will come. This way when they do, it is not a surprise. Use these challenges to help you to become better. This is all part of the learning process.

Never listen to the naysayers. You will have people standing on the sideline waiting to tell you “I told you so.” Do not give them that satisfaction. Unfortunately, there are others out there that want to see you fail. You must surround yourself with winners and mentors. You need people that are going to encourage you and support you. Find the people that are in life where you want to be and learn from them. Winners hang around with winners. Choose to be a winner.

You have a dream and it was put there for a reason. Your opportunity is staring at you right in your face. It’s time to make it happen and never look back. From this day forward, quitting is never an option. Go out and make it happen and never give up. Your future self will thank you!

Happy selling,

David