Author: David Matney

Success in Built on the Days You Don’t Feel Like Showing Up But Do Anyway – Jim Douville

Ever wake up and just know it’s going to be one of those days? The kind where the leads seem cold, the phone feels heavy, and even the thought of prospecting makes you want to crawl back under the covers?

We’ve all been there. In sales, where resilience and persistence are key, those days can feel especially brutal. But here’s the truth, and it’s a tough one: success is often built on those very days when you don’t feel like showing up, but you do anyway.

Think about it. Your competition? They might be taking the day off. They might be letting those “bad vibes” get the best of them. But you? You’re out there, grinding, making calls, building relationships, and showing potential clients that you’re dedicated to their success.

Here’s why this matters, especially in merchant services:

• Building Trust: Consistency builds trust. When you show up consistently for your clients and prospects, even when it’s tough, you demonstrate reliability and commitment. This is crucial in an industry where businesses rely on you for vital financial solutions.
• Creating Opportunities: You never know when that one call, that one meeting, will turn your day around. Sometimes, the toughest days lead to the biggest wins. By pushing through, you create opportunities that wouldn’t exist if you stayed in bed.
• Developing Mental Toughness: Sales is a mental game. Overcoming the urge to quit when things get tough builds mental toughness and resilience. This will serve you well in the long run, both professionally and personally.
• Setting Yourself Apart: Let’s face it, not everyone has the grit to keep going when the going gets tough. By consistently showing up, you set yourself apart from the competition and demonstrate a level of dedication that’s hard to beat.

Tips for Pushing Through:

• Focus on your “why”: Remember why you got into merchant services in the first place. Is it to help businesses grow? To provide financial security for your family? Keeping your “why” in mind can fuel your motivation on tough days.
• Set small, achievable goals: Don’t overwhelm yourself. Break down your day into smaller, more manageable tasks. Celebrate each small win along the way.
• Find an accountability partner: Partner up with a colleague or mentor who can support you and keep you motivated.
• Take care of yourself: Don’t neglect your physical and mental health. Make sure you’re getting enough sleep, exercise, and healthy food.

The Bottom Line:

In sales your ability to show up consistently, even when you don’t feel like it, can be a major differentiator. So the next time you’re facing one of those days, remember this quote, dig deep, and keep pushing forward. Your future success depends on it.

Happy Selling,

David

Sales can be a tough game. It’s full of rejection, challenges, and requires a thick skin. But it can also be incredibly rewarding, both financially and personally. To keep your motivation high and your mindset sharp, it’s helpful to turn to the wisdom of those who have walked the path before you.

From the Home office in Three Way, Tennessee

Here are the top 10 sales quotes every salesperson should know,

10. “The best salespeople wonder what it would be like to be in the other person’s shoes. They know they can’t play that game unless they 1 know the rules.” – Clive Woodward 

Empathy is key in sales. Understanding your prospect’s needs and pain points allows you to tailor your approach and offer genuine solutions.

9. “Sales are contingent upon the attitude of the salesman – not the attitude of the prospect.” – W. Clement Stone

Your attitude is contagious. A positive, confident demeanor can influence your prospect’s perception and increase your chances of success.

8. “If you are not taking care of your customer, your competitor will.” – Bob Hooey

Customer relationships are crucial. Nurturing existing clients can lead to repeat business and referrals.

7. “Treat objections as requests for further information.” – Brian Tracy

Objections aren’t roadblocks; they’re opportunities. Address concerns head-on and provide the information needed to build trust and move the deal forward.

6. “Success is the sum of small efforts, repeated day in and day out.” – Robert Collier

Consistency is key in sales. Building a successful sales career requires daily effort, dedication, and discipline.

5. “Don’t watch the clock; do what it does. Keep going.” – Sam Levenson

Persistence is essential. Don’t give up easily. Keep pushing forward, even when faced with setbacks.

4. “High expectations are the key to everything.” – Sam Walton

Believe in yourself and your ability to succeed. Setting ambitious goals can propel you to achieve great things.

3. “One of the best predictors of future success is past success.” – Phil Hellmuth

Learn from your wins. Analyze your successful deals to identify patterns and strategies that you can replicate.

2. “The key is not to call the decision maker. The key is to have the decision maker call you.” – Jeffrey Gitomer

Position yourself as an expert and a valuable resource. Build your reputation and attract clients who are eager to work with you.

And the #1 top 10 sales quotes every salesperson should know is …

1. “Always be closing.” – Alec Baldwin, Glengarry Glen Ross

While this quote is often taken out of context, the underlying message is important. Always be moving the deal forward, whether it’s through qualifying leads, building rapport, or securing commitments.

These quotes offer valuable insights into the world of sales. Keep them in mind as you navigate your sales journey, and use them to fuel your motivation and drive your success.

Have a great weekend,

David

We’ve all been there. That looming task on our to-do list, the prospect we know we should call, the proposal we keep putting off writing. Procrastination is a universal struggle, but for sales professionals, it can be especially costly. Every delayed follow-up, every postponed presentation, is a potential sale slipping through our fingers.

But here’s the good news: procrastination isn’t a character flaw, it’s a habit. And habits can be changed. Here’s how to stop procrastinating and start closing more deals:

1. Identify Your Procrastination Triggers:

• Fear of rejection? Nobody likes hearing “NO,” but it’s part of the game. Reframe rejection as a learning opportunity and a step closer to “YES.”
• Feeling overwhelmed? Break down large tasks into smaller, manageable steps.
• Lack of clarity? Make sure you have a clear understanding of your goals, your prospects’ needs, and your sales process.
• Perfectionism? Remember, “done is better than perfect.” Strive for excellence, but don’t let the pursuit of perfection paralyze you.

2. Implement Time Management Techniques:

• The Pomodoro Technique: Work in focused bursts with short breaks.
• Time blocking: Schedule specific times for prospecting, follow-up, and administrative tasks.
• Prioritization: Use the Eisenhower Matrix (urgent/important) to tackle the most critical tasks first.

3. Leverage Technology:

• CRM systems: Stay organized, track your progress, and automate reminders.
• Sales enablement tools: Streamline your workflow and access resources quickly.
• Calendar apps: Schedule appointments, set reminders, and block time for focused work.

4. Cultivate a Proactive Mindset:

• Set realistic goals: Start with achievable targets and gradually increase them.
• Focus on the benefits: Visualize the positive outcomes of taking action (closed deals, increased income, satisfied clients).
• Reward yourself: Celebrate your wins, big and small, to stay motivated.

5. Seek Support and Accountability:

• Connect with a mentor: Learn from experienced sales professionals.
• Join a peer group: Share challenges and best practices with other salespeople.
• Find an accountability partner: Someone to check in with and keep you on track.

Procrastination is a thief of time and productivity. By understanding its causes and implementing these strategies, you can overcome this challenge, boost your sales performance, and achieve greater success in your sales career. Now, stop reading this blog post and go make that call!

Happy Selling,

David

It’s February 5th, and the initial excitement of the new year might be starting to fade. Those ambitious goals you and I set back in January – are they still top of mind? Or are they slowly slipping away amidst the daily grind?

Don’t worry, it’s completely normal! We’ve all been there. But now is the perfect time to check in, re-evaluate, and reignite that fire. Here’s how:

1. Review and Revise:

• Dust off those resolutions: Remember that list you made? Take it out and honestly assess your progress.
• Celebrate wins: Acknowledge what you’ve achieved so far, no matter how small.
• Identify roadblocks: What’s hindering your progress? Are your goals realistic? Do you need to adjust your approach?
• Break it down: Large goals can feel overwhelming. Break them into smaller, manageable steps.

2. Recommit and Reignite:

• Renew your commitment: Remind yourself why these goals are important to you. What will achieving them mean for your life?
• Find your motivation: What inspires you? Is it a vision board, a motivational podcast, or a supportive friend?
• Schedule it in: Make time for your goals, just like you would any other important appointment.
• Find an accountability partner: Share your goals with someone who will support and encourage you.

3. Remember, Progress Over Perfection:

• Don’t beat yourself up: We all stumble. If you’ve slipped up, don’t give up! Just get back on track.
• Focus on the journey: Enjoy the process of learning and growing.
• Be kind to yourself: Change takes time and effort. Celebrate your progress and be patient with yourself.

It’s a new month, a fresh start. You’ve got this! Let’s continue to make this year count.

What are your top tips for staying on track with your goals? Share them in the comments below!

Happy Selling,

David

The merchant services world can feel like your work in a Louisiana swamp. Cutthroat competition, ever-evolving technology, and demanding clients can make it feel like you’re wrestling alligators daily. So how do the top performers consistently hit their numbers and climb the leaderboard? One word: Routine.

Think of your routine as your sales superpower. It’s the structure that keeps you focused, organized, and efficient, even when chaos reigns. Here’s why a rock-solid routine is essential for merchant services success:

1. Maximize Your Most Valuable Asset: Time

Time is your most precious commodity. A well-planned routine helps you:

• Prioritize tasks: Focus on high-value activities like prospecting and closing deals instead of getting bogged down in admin work.
• Eliminate time-wasting distractions: Stay laser-focused on your goals by scheduling specific times for email, social media, and other potential time sucks.
• Optimize your day: Structure your day around your peak performance times. Are you a morning person? Schedule your toughest calls then.

2. Build Momentum and Consistency

Consistency is key in sales. A routine helps you:

• Develop good habits: Make prospecting, follow-up, and client relationship building automatic.
• Stay on track: Avoid the feast-or-famine cycle that plagues many salespeople.
• Build momentum: Small, consistent actions lead to big results over time.

3. Reduce Stress and Increase Confidence

Sales can be stressful! A routine can:

• Provide a sense of control: Knowing what to expect each day reduces anxiety and allows you to focus on your tasks.
• Boost your confidence: Consistent effort and progress build self-belief, which is crucial for closing deals.

Crafting Your Winning Routine:

There’s no one-size-fits-all solution, but here are some key elements to consider:

• Morning ritual: Start your day strong with activities that energize and focus you.
• Dedicated prospecting blocks: Schedule time each day for lead generation.
• Client relationship management: Set aside time for follow-up, client check-ins, and building rapport.
• Learning and development: Stay ahead of the curve by dedicating time to industry news, product knowledge, and sales skills development.
• End-of-day review: Reflect on your accomplishments, plan for tomorrow, and shut down work mode.

Tools to Supercharge Your Routine:

• CRM software: Stay organized and track your progress.
• Calendar and scheduling apps: Optimize your time and avoid double-booking.
• Productivity tools: Minimize distractions and stay focused.

Remember: Your routine is a living thing. Be flexible and adjust it as needed to find what works best for you. But the key is to have a structure in place that supports your success.

Start building your winning routine today and watch your sales soar!

Happy Selling,

David

Ever feel like you’re stuck in a rut, watching life pass you by? You’re not alone. Many people find themselves feeling unmotivated and unsure how to make their dreams a reality. But guess what? You have the power to change that!

February is here, and it’s the perfect time to reignite that New Year’s energy and become the person who makes things happen.

What’s holding you back?

Often, it boils down to a lack of self-confidence. We let doubts and fears dictate our actions, keeping us trapped in our comfort zones. But remember, your past doesn’t define your future. Every day is a fresh start, a chance to break free and create the life you want.

Here’s how to take charge:

• Believe in yourself: You have unique talents and abilities. Embrace them!
• Focus on your strengths: Write them down! Acknowledging your strengths builds confidence and helps you identify how to leverage them.
• Set clear goals: What do you truly want to achieve? Write down your short-term and long-term goals.
• Take responsibility: No more excuses! You are in control of your destiny.
• Visualize your success: Imagine yourself achieving your dreams. This powerful technique can fuel your motivation.
• Start small, think big: Break down your goals into manageable steps. Celebrate each victory along the way.
• Surround yourself with positivity: Connect with people who inspire and uplift you.
• Embrace action, despite fear: Don’t let fear paralyze you. Acknowledge it, and take action anyway.

Remember: This is a marathon, not a sprint. Be patient with yourself, stay focused, and keep moving forward.

It’s time to rewrite your story. Focus on your goals, embrace your potential, and start making things happen!

What are you waiting for? Your amazing journey starts today!

Happy Selling,

David

Happy Friday everyone! While we’re all bundled up waiting to see if Punxsutawney Phil sees his shadow this Sunday, Groundhog Day, let’s dive into some fascinating facts about this quirky tradition.

From the Home Office in Punxsutawney, Pennsylvania,

Here are this Friday’s Top 10 Things You Didn’t Know About Groundhog Day

10. It’s Older Than You Think: Groundhog Day’s roots trace back to ancient European traditions, with Candlemas Day being a key influence. Early Christians believed sunny skies on Candlemas meant a longer winter.

9. Phil’s Got a Posse: Punxsutawney Phil isn’t just some random groundhog. He’s got an “Inner Circle” of top-hat-wearing handlers who care for him year-round and translate his “predictions.”

8. He’s a Bit of a Celebrity: Phil’s met presidents, appeared on Oprah, and even starred in his own movie (sort of). He’s the Brad Pitt of the groundhog world.

7. Groundhogs Are Terrible Meteorologists: Statistically, Phil’s accuracy rate hovers around 39%. You’d have better luck flipping a coin to predict the weather.

6. It’s Not Just a “Phil” Thing: While Punxsutawney Phil is the most famous, groundhogs across North America participate in this tradition. Canada has Wiarton Willie, and Georgia has General Beauregard Lee.

5. They Were Once Dinner: In the early days of Groundhog Day, the tradition sometimes involved eating the groundhog. Thankfully, that’s no longer part of the festivities.

4. Groundhogs Are Whistle Pigs: These furry critters get their nickname from the high-pitched whistles they use to communicate with each other.

3. They’re Expert Burrowers: A groundhog burrow can be up to 50 feet long and 5 feet deep, with multiple escape routes! Talk about a luxury condo.

2. Phil’s a Vegetarian: No shadow-hunting for this guy! Groundhogs primarily munch on grasses, plants, and fruits.

And the # 1 Top 10 Things You Didn’t Know About Groundhog Day is …

1.”Groundhog Day” the Movie Wasn’t Filmed on Location: Despite the film’s popularity, none of the scenes were actually shot in Punxsutawney, Pennsylvania. Filming took place in Woodstock, Illinois.

So, there you have it! 10 fun facts to impress your friends with this Groundhog Day. Enjoy the festivities, and here’s hoping for an early spring!

Have a great weekend,

David

Groundhog Day is just around the corner. While Punxsutawney Phil prepares for his big prediction this Sunday, let’s take a look at a different kind of Groundhog Day – the 1993 classic starring Bill Murray. Believe it or not, this hilarious film offers some surprising insights for salespeople.

For those unfamiliar, Bill Murray’s character finds himself reliving the same day over and over again. He’s trapped in a time loop, aware of everything that’s about to happen, while everyone else experiences February 2nd normally.

So, what can salespeople learn from this time-warp comedy?

1. Predictability:

While we can’t actually relive the same day (though a disastrous sales call might make us wish we could!), we can observe and predict human behavior. Just like Bill Murray learns the patterns of those around him, astute salespeople can anticipate customer responses by recognizing cues and understanding their needs.

Think about the film’s cringeworthy insurance salesman, “Ned the Head.” His predictable behavior is a perfect example of what not to do.

2. Repetition:

In the movie, repetition is initially meaningless and frustrating. But in real life, it can be a powerful tool for improvement.

• Recognize patterns: Pay attention to recurring themes in your sales calls. Are you hearing the same objections? Are certain phrases consistently effective? Analyze these patterns to refine your approach.
• Rehearse and role-play: Practice makes perfect. Use repetition to hone your skills and master your pitch. Whether it’s with a coach or through online training, repeating successful techniques will build confidence and improve performance.

3. Habits and Insights:

As Charles Duhigg explains in his book “The Power of Habit,” we can change our habits to achieve success. Bill Murray’s character eventually breaks free from his time loop by gaining self-awareness and responding genuinely to those around him.

Similarly, salespeople thrive when they are genuine, engaged, and perceptive. By building strong connections with customers, we can instinctively understand their needs and offer solutions that truly help.

The Takeaway:

Groundhog Day reminds us that even in repetitive situations, there’s always room for growth and improvement. By embracing predictability, utilizing repetition, and developing genuine connections, we can break free from our own sales “time loops” and achieve greater success.

Happy Selling,

David

Remember in yesterday’s post that procrastination beast we talked about that kills sales? Well, it’s time to unleash its arch-nemesis: proactive productivity.

If procrastination is the thief of time, proactive productivity is the master key that unlocks your true sales potential. It’s not just about doing things, it’s about doing the right things at the right time with purpose and intention.

Here’s how proactive productivity can transform your merchant services sales:

• Seizing Opportunities: While procrastinators wait, proactive individuals act. They’re the first to reach out to leads, the quickest to respond to inquiries, and always ready to jump on a new opportunity. This translates to more closed deals and a reputation for exceptional service.
• Building Momentum: Proactive productivity is like a snowball rolling downhill. Each completed task, each successful interaction, builds momentum and fuels further action. This creates a positive cycle of achievement and growth.
• Fostering Innovation: Proactive individuals aren’t afraid to experiment, try new approaches, and think outside the box. This can lead to innovative solutions, improved sales strategies, and a competitive edge in the market.
• Strengthening Relationships: By consistently going above and beyond, proactive individuals build trust and rapport with clients. They anticipate needs, offer valuable insights, and become trusted advisors, not just salespeople.
• Reducing Stress: Instead of the constant pressure of looming deadlines, proactive productivity brings a sense of control and accomplishment. Knowing you’re on top of your game reduces stress and allows you to focus on what matters most.

Ready to embrace proactive productivity? Here’s how to get started:

• Plan Ahead: Start each day with a clear plan of action. Prioritize tasks, set realistic goals, and allocate time for focused work.
• Develop a “Do It Now” Mindset: Stop putting things off. When a task arises, tackle it immediately. This prevents tasks from piling up and becoming overwhelming.
• Embrace Time Management Techniques: Explore techniques like the Pomodoro Technique, time blocking, or the Eisenhower Matrix to optimize your workflow and maximize efficiency.
• Cultivate a Growth Mindset: View challenges as opportunities for learning and growth. Embrace feedback, seek out new skills, and constantly strive to improve.
• Celebrate Your Progress: Acknowledge your accomplishments and reward yourself for your efforts. This reinforces positive habits and keeps you motivated.

Proactive productivity isn’t just about working harder, it’s about working smarter. It’s about taking control of your time, your tasks, and your future. By embracing this mindset, you can unlock your full potential, crush your sales goals, and leave the procrastination beast in the dust.

Happy Selling,

David

Let’s be honest, we’ve all been there. That looming pile of leads, the cold calls you swear you’ll make tomorrow, the proposals sitting unfinished in your drafts folder. Procrastination is a sneaky beast, whispering sweet nothings of “you’ll do it later” until “later” becomes “never” and your sales targets slip further away.

In the cutthroat world of sales, procrastination isn’t just a bad habit, it’s a career killer. Here’s why:

• Lost Deals: Every delayed follow-up, every postponed meeting is a potential deal down the drain. Your competitors are hungry, hungrier than you, and they won’t hesitate to snatch up clients while you’re busy hitting the snooze button.
• Stalled Momentum: Procrastination breeds inertia. The longer you put things off, the harder it becomes to get back on track. This leads to a downward spiral of missed opportunities and dwindling motivation.
• Damaged Reputation: Consistently missing deadlines and appointments paints you as unreliable. This erodes trust with both clients and colleagues, making it harder to build strong relationships.
• Increased Stress: That nagging feeling of unfinished tasks weighs heavily on your mind, leading to anxiety and burnout. Procrastination doesn’t eliminate stress, it just postpones it (with interest!).

So, how do you break free from the procrastination trap?

• Recognize Your Triggers: Are you afraid of rejection? Overwhelmed by a large task? Identify what causes you to procrastinate and develop strategies to overcome it.
• Break it Down: Chunk large tasks into smaller, more manageable ones. This makes the overall goal less daunting and provides a sense of accomplishment as you complete each step.
• Prioritize Ruthlessly: Focus on the 20% of activities that generate 80% of your results (Pareto Principle). Don’t get bogged down in busy work that doesn’t move the needle.
• Set Realistic Goals: Don’t try to conquer the world in a day. Set achievable daily and weekly goals that contribute to your larger sales targets.
• Embrace the Power of NOW: Stop telling yourself “I’ll do it later.” Tackle tasks head-on and enjoy the feeling of immediate progress.
• Reward Yourself: Celebrate your wins, no matter how small. Positive reinforcement helps build momentum and reinforces productive habits.

Remember, time is your most valuable asset in sales. Every minute wasted procrastinating is a minute lost that you could have spent building relationships, closing deals, and boosting your income.

So, stop hitting snooze on your success. Take action today and watch your sales soar!

Happy Selling,

David