We are officially in the last week of January. While most people spent the first three weeks “getting organized,” “waiting for the phone to ring or car to take them to prospect,” or “waiting for the right leads,” the top 1% of producers have already been out in the field closing.
So many sales professionals stall their momentum because they feel they need to be a technical expert on every POS system or an underwriting guru before they walk into a business. This “perfectionism” is a residual killer.
You’ll Never Have All the Answers
The truth is, you’re never going to be 100% ready. Technology changes, every iso supposedly has the most compliant cash discount program, and every merchant has a unique pain point. If you wait until you know everything, your competition will have already signed the storefronts on your block.
That fire you felt on January 1st—the desire to build a massive residual portfolio—is there for a reason. But that portfolio won’t build itself. It’s time to pick up the phone or walk through the door.
Action is the Only Cure for Fear
Starting a new territory or a new sales push is intimidating. But the hardest part isn’t the “NO” from the merchant—it’s the resistance you feel before you even pull into the parking lot.
- 70% of sales reps delay their outreach due to a fear of rejection or “analysis paralysis.”
- Momentum is built by doing. Confidence is earned through the “NO’S” that eventually lead to a “YES!.”
- Growth never happens inside your comfort zone. It happens when you’re standing at a counter, pitching a skeptical owner, and finding a way to add value on the fly.
Eliminate the “Somedays”
I’ve met too many reps living in the “somedays.”
- “Someday I’ll have the perfect pitch.”
- “Someday I’ll target the big enterprise accounts.”
- “Someday I’ll be a top producer.”
There is no perfect moment. The only thing standing between you and the residuals you want is the story you keep telling yourself about why you aren’t ready.
Your Action Plan for the Week
Today is the day to reset. Write out your daily call/walk-in goals. Surround yourself with the “closers” in this office who will push you, not the “complainers” who will hold you back.
You might feel like you don’t have the “perfect” answer for every objection. It doesn’t matter. Start right where you are, with what you know, and learn the rest while you’re in the game.
The bottom line is simple: JUST START, JUST DO IT!
Happy Selling,
David
