Author: David Matney

I’m going to show you two very powerful ways in which a simple fish can help you sell. Here are two stories that will help you build the perfect sales environment, drive sales success and create a sales process that delivers results. Both stories focus around one simple thing….a fish!

Let’s start by visiting the fish market….

In yesterday’s post I mentioned that years ago I was a salesman for a wholesale seafood company. Not long after I had started the owners decided to introduce FISH training. For those of you who haven’t heard of this, it’s a training program based on the famous Pike Place fish market in Seattle.

This particular fish stall is packed every single day with audiences of people who come to watch and buy from them. They choose them because they create a customer experience like no other. The energy, fun and positivity attract customers, creates business and builds customer loyalty.

I can’t count the amount of sales teams I’ve been bought in to support that have had the opposite approach. Their dull office environment, lack of culture and energy and minimal drive have a deteriorating impact on their sales pipeline and results.

Here is how I’ve taken inspiration from the fish market to help build successful sales teams:

1. Create the right sales office – In my opinion there is nothing more restricting for sales people than a chicken farm style office. Rows of bland boxed off desks that separate sales people. You need to create an office environment that creates energy, encourages creativity and drives productivity. This should include plenty of colour, an open environment where sales people can work together and feed off each others energy and creates fun.

2. All energy needs a source – It doesn’t have to be you as the sales manager/leader if it’s not your strongest point, but find a good source of energy. Someone who can help drive the fun every single day but driving fun that produces productivity and not distraction. Sales teams thrive on banter, jokes, laughing, having fun etc because it fuels them to make their calls, send emails, go to meetings.

3 Find the right people – When you recruit for sales people make sure they’re the right fit for your team and business. Put the wrong people in a good team and you’ll soon lose that spark. Be picky with those you select for your team, make sure they have the right skills, dynamic and energy.

4. Create an exceptional customer experience – Imagine you’re talking to someone who’s happy, engaging, enthusiastic and fun. Chances are you’ll enjoy the conversation and you’ll like the person you’re talking too. Now imagine a conversation with someone who’s dull, robotic and non engaging. Who do you think you’ll be likely to buy from? Make any engagement with your prospects or customers memorable ones, make them engaging and a positive experience. You want them to remember

5. Have lots of fun! – If you’re having fun, you’ll work hard. If you’re having fun, your customers will have fun. Now always keep the balance as too much fun can become distracting and non productive. I recently saw a bag of around 200 coloured “ball pit” balls bought into the office and all out ball throwing war started! The fun, energy and competitiveness that was created was amazing as well as the atmosphere. A side effect was then an increase in productivity, activity and results!

Now let’s go and do some real fishing….

The second story I want to share is from my first fishing trip. Now I don’t mind fishing, I enjoy the thrill of the catch but I do struggle a little with the patience part! Sitting around for hours waiting can be challenging. It’s also difficult knowing all the different types of fish, which I found out the hard way after catching and nearly touching a very poisonous fish!

When you fish the first you thing you do is make sure you have the right equipment. You then find a suitable fishing spot, bait your line, cast it in and wait. Once you get a bite you then have to carefully reel the fish in, giving caution not to let it slip away. Do all of the above and you’ll successfully catch a fish!

Whilst fishing I started to see the crazy similarity to a normal sales process. From getting ready, the process to the requirements to catching a fish it aligns well with a typical sale.

You need the right equipment – You won’t catch a fish with a toothbrush just as you won’t get the sale unless you have the right equipment. Whether it’s the right phone, computer, data, CRM, marketing etc.

Make sure you pick the right spot – A great example of this is the argument around social selling. There are absolutely industries and sectors that aren’t on social yet, so why waste time social selling to them? You need to find the place where the most prospects are and where they are likely to engage. That might be at networking events, via cold call, cold email, industry events etc.

You need the right bait – I’ve watched enough fishing documentaries to know there are a lot of different baits used to catch different fish! It’s the same in sales, you need to use the right prospecting method to catch the prospect you want. A cold call might work for a small business, but for a large business you may be better using a social approach.

Patience & Persistence – You need to have both patience and persistence. You need to be patient in waiting for a prospect to answer or reply but you also need to be persistent and not give up. It took me 2 calls a day for 3 months to finally get through to a prospect a few years back. Patience and persistence!

You need a process – The best fishermen have a strict process on what they do, when they do it and how they do it to help ensure success. If you don’t already, find or create the ideal customer journey from first contact to purchase and turn that into your sales process.

Practice makes perfect – The more you practice something the better you get. I’m not great at fishing I’ll admit to that (a job for anyone who wants to teach me!). However I know if I did it more I’d soon get good at it. My very first cold call was terrible, but after making thousands, I’m very good at it now. The same with my first meeting, pitch, close etc. The best fishermen are the ones who’s done it for months/years, who do it a lot, who have gained experience through practice.

And there it is, my two stories to help you sell with fish!

Happy Selling,

David

There exists a select group of individuals who consistently stand out from the rest – the true titans of the sales industry.

These extraordinary individuals possess a unique blend of skills, mindset, and personality traits that empower them to achieve unprecedented success. Their ability to turn prospects into loyal customers and drive revenue growth is awe-inspiring.

If you’ve ever wondered what sets these remarkable individuals apart, this article unveils the seven traits that the most successful salespeople embody.

1. Relentless Determination

Successful salespeople possess an unwavering determination that fuels their pursuit of excellence. They are undeterred by setbacks, rejection, or challenges. According to a survey by The Brooks Group, 80% of sales require five follow-up calls after the initial meeting, yet 44% of salespeople give up after just one follow-up. This highlights the grit and persistence that sets top salespeople apart.

As Winston Churchill once said, “Success is not final, failure is not fatal: it is the courage to continue that counts.“

2. Communication

Empathy is the cornerstone of effective communication, and successful salespeople master this art. They actively listen to their prospects’ needs, concerns, and desires. According to HubSpot Research, 69% of buyers say the most important attribute a salesperson can have is to listen to them. By understanding their customers on a deeper level, top salespeople build trust and forge meaningful connections.

Maya Angelou’s words ring true here: “I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.“

3. Adaptability and Resilience

In the ever-evolving landscape of sales, adaptability is essential. Successful salespeople possess the ability to pivot their strategies, embrace change, and stay ahead of industry trends. They bounce back from challenges and setbacks with resilience. The Sales Management Association found that high-performing salespeople view setbacks as opportunities to learn and improve.

As Charles Darwin famously said, “It is not the strongest of the species that survives, nor the most intelligent; it is the one most adaptable to change.“

4. Confident Conviction

Confidence is magnetic, and top salespeople exude it effortlessly. They believe in the value of their product or service, and this unwavering conviction shines through in their interactions. According to a study by Gong.io, confident salespeople close deals at a 2.6 times higher rate.

Zig Ziglar’s timeless wisdom captures this sentiment: “Confidence is going after Moby Dick in a rowboat and taking the tartar sauce with you.“

5. Curiosity and Continuous Learning

The most successful salespeople are lifelong learners. They have an insatiable curiosity that drives them to seek knowledge about their industry, competitors, and customers. This thirst for learning enables them to offer valuable insights and tailor their approach to each prospect’s unique needs.

As Albert Einstein once said, “I have no special talents. I am only passionately curious.“

6. Exceptional Time Management

Time is a precious commodity, and top salespeople understand its significance. They master the art of time management, prioritizing tasks that directly contribute to revenue generation. According to a study by InsideSales.com, salespeople spend only about 35% of their time selling. Successful salespeople maximize this limited window by focusing on high-impact activities.

Brian Tracy’s words resonate: “Successful people are simply those with successful habits.“

7. Positive Mindset and Resonant Optimism

Optimism is a powerful force that drives successful salespeople. They maintain a positive outlook, even in the face of adversity. This optimism is contagious and resonates with prospects and customers. According to research by Martin Seligman, optimistic salespeople outsell their pessimistic counterparts by 37%.

The legendary Dale Carnegie encapsulated this truth: “Most of the important things in the world have been accomplished by people who have kept on trying when there seemed to be no hope at all.“

Top 10 Sales Tips for 2023 -2024

1. Leverage Artificial Intelligence: Incorporate AI-driven tools to analyze customer data, predict trends, and personalize interactions.
2. Embrace Video Selling: Utilize video messaging to establish authentic connections and convey complex information effectively.
3. Cultivate Virtual Rapport: Master the art of building relationships virtually through engaging online interactions.
4. Purpose-Driven Selling: Connect your product or service to a larger purpose that resonates with your audience’s values.
5. Value-Centric Approach: Focus on delivering tangible value at every stage of the sales process to stand out in a competitive market.
6. Omnichannel Engagement: Seamlessly integrate multiple communication channels to provide a consistent and convenient buying experience.
7. Storytelling Mastery: Craft compelling narratives that captivate your audience and communicate the transformative power of your offering.
8. Network Intelligently: Forge strategic partnerships and collaborations to expand your reach and access new customer segments.
9. Continuous Skill Development: Invest in ongoing training and development to stay ahead of industry changes and sharpen your skills.
10. Wellness and Work-Life Balance: Prioritize self-care and balance to maintain peak performance and sustain long-term success.

The world of sales is a dynamic and challenging arena, but those who possess the seven traits of successful salespeople are destined to rise above the rest.

Their relentless determination, empathetic communication, adaptability, confidence, curiosity, exceptional time management, and positive mindset form the foundation of their extraordinary achievements.

As we venture into the future of sales in 2025, embracing these traits and staying attuned to the latest trends will pave the way for unmatched success.

In the words of sales guru Brian Tracy, “Your attitude, not your aptitude, will determine your altitude.“

Happy Selling,

David

I believe that to achieve continued success and happiness, you must always make the decision to grow. We have a choice. Either we are moving forward, or we are going backwards. I encourage you, as you achieve new levels in life, to always strive for the next level.

In your effort to move to the next level in your life, it’s going to take a different version of you. If we want to move forward, we must fundamentally change the person we are. The truth is, you must change if your life is going to change.

Change is all about mindset and our thought process. Our lives will only get better when we choose to make our lives better. Our lives will improve when we do. This is why it is important to visualize yourself at that next level. Achieving that picture of your future will depend on you and your daily choices.

Envisioning the future will help give you the motivation to act. Knowing that your dreams can become reality will help you to keep working toward them. Going to the next level requires belief in yourself and persistence. You must recognize that Success is a journey and not a destination.

Finally, going to the next level is going to take an incredible commitment on your part. There will be plenty of days when you don’t feel like doing it. Commitment makes you do it anyway. Those who are truly committed keep a noticeably different schedule than most people. Getting to the next level will require an extraordinary amount of work and time. You will probably have to double, or even triple, your effort.

The question is, are you willing to do that? The truth is that no one gets to the next level with the same effort that they currently have. You must put the time in, and you have to pay the price to get to that next level.

If you want to get to the next level and be in the 1% club, you must be willing to do what 99% of other people are not. That means getting up early, making sacrifices, and not wasting time.

If you are ready to make the commitment to go to the next level, start by taking inventory of your day. Know exactly what the next level for you will be like. Write down the actions you will need to take in order to get there. Once you have your plan in place, make that commitment and don’t look back. This is your time! Make it happen!

Happy Selling,

David

Whether you are a sales rookie or an experienced veteran, these 10 sales stats will knock your socks off and perhaps inspire you to improve the way you sell.

From the Home Office in Beaverlick, Kentucky,

Here are Top 10 Mind-Blowing Sales Stats

10. 92% OF ALL CUSTOMER INTERACTIONS HAPPEN OVER THE PHONE.

We’ve heard the chants: “cold calling is dying.” But that doesn’t mean that’s true. Using the phone is still a powerful tool. One of the best salespeople I ever knew was glued to his phone yet never made a single cold call. He would spend 2 to 3 hours every day making “check-up calls” – calling old professional friends to (1) maintain relationships and (2) learn about developments in their companies which opened up potential new opportunities where he could help. Next time you see a friend change their job title on LinkedIn or hear about an old client in the news, pick up the phone and make that check-up call. 

9. IT TAKES AN AVERAGE OF 8 COLD CALL ATTEMPTS TO REACH A PROSPECT.  

 Prospecting is hard and most of us hate it. But if you give up on a prospect after too few attempts, you are passing up a potential sale. Be persistent and determined. 

8. THE BEST TIME TO COLD CALL IS BETWEEN 4:00 AND 5:00 PM.

Many sales reps make the mistake of calling during lunch hours. It turns out that most people are not receptive of a sales call when they are on their break, so call in the late afternoon. 

7. 30-50% OF SALES GO TO THE VENDOR THAT RESPONDS FIRST.

Responsiveness is a key skill in sales. However, keep in mind that speed alone is not good enough. You have to be quick while providing a QUALITY response (i.e. answer all your prospects questions). 

6. 80% OF SALES REQUIRE 5 FOLLOW-UP CALLS AFTER THE MEETING. 44% OF SALES REPS GIVE UP AFTER 1 FOLLOW-UP. 

Just because you’ve got a foot in the door, doesn’t mean you’ve closed the sale. Keep up your persistence and do everything you can to stay connected with the prospect post your initial meeting. 

5. THURSDAY IS THE BEST DAY TO PROSPECT. WEDNESDAY IS THE SECOND BEST DAY. 

Don’t let this stat stop you from prospecting on Monday, Tuesday, Friday, and the weekend. Every day should be a prospecting day. 

4. NEARLY 13% OF ALL THE JOBS IN THE U.S. (1 IN 8) ARE FULL TIME SALES POSITIONS. 

Today, salespeople are more important than ever and the sales profession is nothing like the negative stereotype of the past. Sales reps that are smart, nimble, and continuously developing the right skills have a bright future ahead. The takeaway for job seekers? Learn to sell.

3. OVER ONE TRILLION DOLLARS (THAT’S NINE ZEROS) ARE SPENT ANNUALLY ON SALES FORCES. 

This is just another statistic that proves the emphasis businesses are making on their sales forces.

2. IN A TYPICAL FIRM WITH 100-500 EMPLOYEES, AN AVERAGE OF 7 PEOPLE ARE INVOLVED IN MOST BUYING DECISIONS. 

It’s rare you’ll find yourself concerned with just one potential buyer in the sales process. Even in relatively simple transactions with smaller firms, you’ll likely come across multiple people playing different decision-making roles.

And the #1 Top 10 Mind-Blowing Sales Stat is …..

1. AFTER A PRESENTATION, 63% OF ATTENDEES REMEMBER STORIES. ONLY 5% REMEMBER STATISTICS. 

Tell stories. Storytelling is one of the most powerful techniques salespeople have to communicate and motivate. Using stories to make a connection with a prospect can greatly increase your ability to close deals.

How has your product and service helped other companies?

Happy Selling,

David

Building strong rapport with prospects and customers is a vital skill that sets top performers apart. 

Rapport is the foundation of trust, understanding, and mutual respect, enabling salespeople to establish meaningful connections and drive successful outcomes. 

In today’s post, we will explore the best ways salespeople can cultivate and strengthen rapport today’s their prospects and customers, paving the way for long-term relationships and increased sales.

1. ACTIVE Listening

Active listening is an essential skill for building rapport. It involves giving undivided attention to prospects or customers, showing genuine interest in what they have to say, and demonstrating empathy. 

By actively listening, salespeople can uncover valuable insights about their needs, concerns, and motivations. It also helps them tailor their approach and responses effectively, fostering trust and rapport.

2. Establishing Common Ground 

Finding common ground with prospects is a powerful technique to build rapport. Whether it’s shared interests, experiences, or challenges, identifying commonalities creates a sense of connection and familiarity. 

Salespeople can use this knowledge to personalize conversations, demonstrate empathy, and build a foundation of trust that extends beyond the transactional nature of the sales process.

3. Understanding Emotional Intelligence

Emotional intelligence is the ability to recognize and understand emotions, both in oneself and in others. Salespeople with high emotional intelligence can effectively manage their emotions and navigate the emotional landscapes of their prospects. 

By recognizing and responding appropriately to emotions, salespeople can build rapport by fostering trust, showing empathy, and tailoring their communication style to individual preferences.

4. Building Trust and Credibility

Trust is the cornerstone of any successful sales relationship. Salespeople can build trust by demonstrating honesty, integrity, and transparency throughout their interactions. 

Sharing success stories, case studies, or testimonials can help establish credibility and reassure prospects or customers about the quality and reliability of the products or services being offered. Trust takes time to develop, but it is worth the investment.

5. Customizing the Sales Approach

Every prospect is unique, and a one-size-fits-all approach seldom works. Salespeople must tailor their approach to meet individual needs and preferences. This customization requires understanding the prospect’s or customer’s business, challenges, and goals, and aligning the sales pitch accordingly.

By demonstrating a genuine interest in their success and providing tailored solutions, salespeople can build strong rapport and increase the chances of a successful sale.

6. Consistent and Timely Communication 

Consistency and timeliness in communication are crucial for building rapport. Salespeople should maintain regular contact with their prospect, providing updates, answering queries promptly, and offering assistance when needed. 

By being reliable and responsive, salespeople demonstrate their commitment to their prospects & customers and reinforce the rapport they have established.

7. Nurturing Relationships

Successful salespeople understand that building rapport doesn’t end with closing a sale. They actively invest in nurturing relationships with their prospects over time. 

Regular check-ins, personalized follow-ups, and providing value-added resources can help maintain rapport and foster loyalty. By demonstrating ongoing support and genuine interest in their prospects and customers’ success, salespeople can solidify relationships and create opportunities for future sales.

8. Continual Learning and Self-Improvement

Sales is a dynamic field, and successful salespeople are lifelong learners. They seek to continually improve their skills and expand their knowledge base. By staying updated on industry trends, product enhancements, and customer preferences, salespeople can engage in meaningful conversations with prospects and customers, positioning themselves as trusted advisors. 

This commitment to self-improvement not only strengthens rapport but also boosts sales effectiveness.

Building strong rapport is the foundation of successful sales relationships. 

Salespeople who actively listen, establish common ground, demonstrate emotional intelligence, build trust and credibility, customize their approach, maintain consistent communication, nurture relationships, and pursue continual learning are well-equipped to create lasting connections with prospects and customers. 

By investing in rapport-building strategies, sales professionals can elevate their performance, foster loyalty, and achieve long-term sales success.

Happy Selling,

David

Many people wake up in the morning feeling overwhelmed. They start their day out stressed out remembering all the things they have to do. It’s easy to get caught in this trap.

Even though far too many people are living this way, I want to encourage you and let you know that thankfully you do not have to feel this way. You have a choice.

Here’s the good news!
You have complete control over your thoughts. The truth is that our thoughts create our emotions. You have an amazing power to start your day on a super positive note each and every day. It’s all about getting yourself in the right mindset.

Since our thoughts create our emotions, it makes sense to start having more positive and happy thoughts. One of the worst mistakes people can do is watch the news before they go to bed. Far too many people do that and they wonder why they have nightmares and they are not sleeping very well.
Start thinking about the things you love to do that make you happy. Visualize yourself achieving some of your wonderful dreams and aspirations.

Going forward, I’d like to encourage you to end each day with gratitude and wake up each morning with gratitude. In today’s world, it’s easy to get caught in the trap of negative thinking and by doing that, we forget how good we really do have it. Spend time each morning focusing on five things that you are truly grateful for. This will shift your whole mindset and will allow you to start your day in a positive way. It’s important to make this a daily habit.

Starting your day off positive also includes making sure you take care of your body. By doing that, it helps put your mind in the proper place. Relax your body and remove stress and anxiety. This is an important ingredient in feeling positive every day.

Get in the habit of waking up early so that you are not rushing around trying to get things done. Eat a delicious healthy breakfast and enjoy it. Establish a quiet time in your morning routine. Instead of checking out all the social media, read some positive inspiration. Listen to some motivational podcasts that will get you focused on having a successful day.

When you create a morning success routine, you are setting the tone to having an amazing day. Go for a walk or a jog and notice the beauty of this world. Make sure you are enjoying the journey of success.

It’s truly the little things that make a difference. When I wake up in the morning, one of our dogs likes to get up and hang out with me. He enjoys the morning walks just as much as I do. Watching him puts a smile upon my face.
Starting today and every day going forward, ask yourself this question when you wake up in the morning “What can I do to make this day an amazing and awesome day?” This reminds you that you are in control of how your day goes and how your attitude is. Once you have done this, do the things that will make your day awesome!

Now look in the mirror and SMILE at yourself.

Do this every single morning and I guarantee you it will change your whole mood and your outlook for the entire day. What a great power we have! Isn’t it awesome!

You have the power to choose on what kind of attitude you are going to have each day. Choose to wake up positive and enjoy this awesome day! Every day is a gift. Never take that for granted. Now go out and make it happen!

Happy Selling,

David

What a year this has been! Somehow, we’re already rapidly approaching the end of the year as we progress into Q4. As an sales professional you may be feeling rushed, pressured, or even stressed about achieving your final goals for the year. 

Know that you’re not alone. Many sales professionals and sales struggle to balance the hustle and bustle of the impending holiday season with meeting their fourth quarter goals. Here are three tips to help you find that balance as we close out this year.

1. Organize & Prioritize

Our first tip to help you stay on track this month is to get organized and prioritize your upcoming tasks. Here are a few ways to do this:

• Schedule your time, all in one place.
  Take some time to sit down with your calendar and set your work and holiday schedule. (Color-coding can help your schedule not look too overwhelming.) Start by blocking out any vacation time you are taking around the holidays, so you’ll know those times are off-limits for work. Then, block out time for appointments, meetings, presentations, and administrative tasks.
  
  For example, maybe you decide that from 8am – 9am every day, you’ll respond to emails, voicemails, and organize your daily agenda. From 9am – 12pm, you’ll make calls to existing or new merchants. Block each of those sections of time on your calendar and do your best to stick to them as you move through the next few weeks. (And yes, when it’s time to sign off for the holidays, sign off!)
• Assess your list of opportunities.
  If you find yourself putting a lot of work into one opportunity, you might be neglecting another. Do your best to spread the wealth and give attention to each opportunity before the end of the year. Their answer might be “not right now”, but that’s not necessarily a ‘NO’. By at least contacting these opportunities before the end of the year, you have a better chance of being top-of-mind for them in 2025.
• Remove distractions.
  This coincides with the first notion we shared on this list. When you’re sitting down in the morning to complete your administrative tasks or working on finishing up those calls before lunch, try not to get distracted. Of course, some distractions are inevitable, but others are completely avoidable.
  
  For example, if you’re using a desk phone or work cell phone to make your cold calls, put your personal cell phone in a drawer or somewhere out of sight. You can still keep the sound on in case an important call comes in, but by putting it out of sight you eliminate the possibility of being distracted by an incoming text or notification. Another way to reduce distraction is to only open the apps or pages necessary for completing the task at hand on your computer. This way, you won’t be tempted to click over to Twitter or Facebook in the middle of your focused time.

2. Take Breaks When You Need Them

Human attention spans are shorter than they’ve ever been. According to Google, the average human attention span is dwindling, and decreased from 12 seconds in 2010 to only 8 seconds in 2021. (The average attention span of a goldfish is 9 seconds, to put that in perspective.)

Now, studies have also shown that the average amount of time we can focus on a single task at work is about 20 minutes. Knowing how much intense focus time your brain can handle will be an important part of maximizing your sales efforts this month. Don’t be afraid to take breaks when you need them.

If you’re starting to feel mentally exhausted, get up and move around. Go for a walk around the neighborhood, get up and stretch, or step away from your desk for a few minutes to get a cup of coffee. Even a short break can help you clear your mind and come back to your desk ready to continue with the day.

Remember in tip one when we said to block out time on your schedule? When you’re scheduling out your weeks, don’t forget to also set aside “me time”.

This is the time during the day when you do something you love that brings you joy. Maybe it’s practicing an instrument, playing outside with your dog, doing a craft with your kids, or simply sitting in the quiet with a good book. Physically blocking out this break in your calendar will help you make time for yourself in this busy season.

3. Maintain Positivity

Did you know that your mental attitude directly influences your work and overall health? Therefore, it’s important to approach each day with positivity.

With all the uncertainty in our lives right now, it’s easy to fall into a negative mindset. Many merchants have pulled the purse strings even tighter than usual during 2021 and 2022. Because of this, you might feel trapped in a whirlpool of ‘NO’. Be careful not to let these feelings discourage you from ending the quarter on a high note!

Try training yourself to think positively when you start to feel discouraged. Focus on turning disadvantages into advantages and appreciating what you already have, instead of dwelling on what you lack.

Hopefully, you will find these tips and ideas helpful as you work to close this quarter out strong. We wish you a joyous holiday season and a prosperous New Year!

Happy Selling,

David

The mind is a powerful thing. A person can literally talk themselves out of becoming successful because of the thoughts they possess.

Our thoughts truly have the power to shape our reality. The nature of our thoughts directly influences the kind of life that we are going to have. The realities we encounter are a direct reflection of the thoughts that are residing in our minds.

The truth is, positive thoughts can lead us towards a life filled with success and abundance. However, negative thinking can also draw unsuccessful outcomes.

It amazes me how our mindset is such a huge factor when it comes to achieving success. Positive thinking and determination will cultivate an environment for growth and success. Unfortunately, the world can easily create a negative environment that can affect our mindset. These negative thoughts become constraints, and they limit our true potential.

The key to continued success lies in shifting our mindset from limited beliefs to positive and empowering ones. You have the power within you to make your life more vibrant and fulfilling just by transforming your mindset. It’s all about focus. Whatever we focus on, we will attract.

Transforming your mind is going to take consistency and discipline. It’s important to remember like any other skill. It takes consistent practice to see the results. Make a commitment to transform your mind with positive thoughts.

The moment you find that you are having negative thoughts, you must recognize this behavior and make the commitment to get rid of those thoughts. Start by changing the mindset into an attitude of gratitude. It’s almost impossible to be negative when you are living in gratitude.

Begin to focus on your dreams and goals. Be specific about what you really want out of life and start visualizing yourself already achieving these goals. Visualization is a big part of success.

Don’t ever put Yourself down, not even in a joking way. You are designed to do great things and it’s important that you believe in yourself and your abilities. It is time to transform your thinking into the mindset of a winner.

This is your time. Your past does not equal your future. Start today with a new mindset and live with an attitude of gratitude. Control your thoughts and always remain positive!

Happy Selling,

David

What is a Super star you ask? Well, it’s someone who sells A LOT!

The top 0.1%, The elite, The best of the best. They are the sales professionals who dominate the leaderboard, the ones who never struggle to hit targets and the ones who take home the very BIG commission check at the end of the month.

If you work in sales you’ll know it’s not that easy at all, so what do they do differently? Want to know the secret to their sales success?

I’ve worked with and know some of the most amazing sales super stars and today I will be sharing the 10 secrets to their sales success.

(No.1 is one of the most important ones)

From the Home office in Star, Mississippi, Here are the

Top 10 Tips To Become A SUPER STAR

10. Set Your OWN Targets – Most W2 salespeople work towards whatever sales target they get set by management. Sales super stars often set their OWN sales targets based not on what the company wants them to earn but what THEY want to earn. (note this is obviously usually higher than their original targets). But they align their goal to their direct motivations and what they want to achieve.  Pro Tip: Work out what YOU want or need to earn each quarter and year and why you want to earn it, and set that as your target.

9. Start Earlier – Almost every sales super star I’ve met with has been one of the first (if not THE first) in the office every day. Why? It allows them to get focused and ready, it allows them to reach prospects & customers earlier when they’re more likely to answer and it allows them to take control of their day, instead of coming in late and fighting a losing battle. Pro Tip – If you’re not an early bird, then PLAN your day ahead. So each afternoon/evening, start setting everything up for the following day so you can hit the ground running.

8. Personalize The Sale – Every single sales super star knows to makes every sale about the customer, not them. It’s not about their product or the salesperson but all about the prospects, their problems and how this will help them. They’ll use names, stories and information that they uncover in research and in the conversation to make everything about them and unique to them.

Pro Tip – Research your prospects to take your personalization to the next level. Utilize things like Facebook, LinkedIn, Google searches, YouTube, podcasts, webinars, dig as deep as you can to make it more about them.

7. Avoid Distractions –Work hard to follow your schedule. Working for yourself can be just as distracting. Now, there is always time for banter and fun, but sales super stars know when to put their head down and work hard. They know when to say no. Their PRIORITY is their job, to sell, to hit their numbers, everything else comes second. Pro tip – Set CLEAR times for selling and sales activities and have a no-distraction rule. Then, have clear break times where you can relax and do other things.

6. Qualify Your Prospects – Sales super stars don’t waste their time trying to sell to anyone, they work hard to find the RIGHT people to sell to. They qualify them to make sure they invest their time in opportunities likely to close.

Pro Tip – Qualify early, during prospecting and initial conversations, and qualify hard. Remember, a non-qualified prospect has a high chance of being a waste of your time and may increase your risk of not hitting your number.

5. LOVE Objections – Sales super stars are happy to deal with objections, they’re confident in their service and they’ve qualified the customer so they’re confident it’s the right solution for them, so the objection isn’t scary. Ok you don’t have to love them, but you need to be happy, prepared and confident in overcoming them. Pro Tip – Write a list of as many objections as you can think (and keep adding to it) and then write down ways to overcome them. Have this list available as and when you need it to help you overcome MORE objections and win more sales.

CLICK HERE (Top 10 Objections When it Comes to Merchant Processing)

4. Use All Tools Available – You’ve got to sell smart to be a sales super star and that means using all available tools. You’ve got to be focused on your mission to help your customer. They don’t just use these tools but they master them, they learn how to use them properly and then practice to find their perfect approach. So many salespeople are stuck using bad CRM’s, bad tools, or worse yet, NO CRM’s or tools. Would Tony Stark be a superhero without the Iron Man armor and technology? No. If you want the best CRM for sales then you need to use Iris, Pipedrive or Hubspot are really good CRM’s.

3. Don’t sell, SOLVE – Too many sales people waste their time selling when sales super stars are just solving problems for people with their solution. They’re not pushing the sale but reminding the customer about the problem and building the value in their solution. This might sound obvious, but so many sellers are just trying to sell products and are not focusing on the problems that they solve. Pro Tip – Don’t forget your prospects might not even realise they have a problem. Show them what OTHER companies are doing that might be more efficient or cost effective. Sometimes you have to educate them on what problems they might have.

2. Don’t Give Up – You need to be so passionate about helping people that you’re willing to work harder than anyone else. Don’t give up at the first hurdle, don’t take their rejections personally, just know that your job is to help show them how helpful your product will be for them. Where I see most sales people giving up, sales super stars actually keep working on the opportunity, they push further and often then win the sale. Pro Tip – Look through any/all of your customer testimonials, recommendations and customer feedback to remind yourself just how helpful you and your service is! That will always give you the boost you need to push through.

And the #1 Tip To Become A SUPER STAR is…

1.They network HARD – It’s not just what you know but WHO you know. The elite sales pros are always networking, whether that’s online, at events, asking for referrals, with key industry professionals, their network is their net WORTH and they are always building it. Pro Tip – Never be afraid to ask for referrals, most people are more than happy to give them. In fact nearly 91% are happy to give referrals, yet just 11% of salespeople actually ask for them.

If you can tap into those 10 areas you have the potential to unlock HUGE sales success. What would YOU add to the list?

Have a great weekend,

David

I recently saw a meme which I found pretty humorous. It showed a picture of a guy with a frustrated face and on the front of it it said “ I’ve been working in sales for one full month and I can’t believe I’m not a millionaire yet.”

Although that draws a chuckle, unfortunately it does describe the lack of patience and commitment that many people have. The truth is, it takes many years of hard work and commitment to become an overnight success.

Many people do not achieve success because they fail to understand that success takes time. A lot of people will start something and then complain about how they are not successful three or six months later.
I have seen some people work for three months and they make the mistake of comparing themselves with someone that has worked hard for 10 years. Although you can achieve some success in three months, you cannot achieve big meaningful results in that time.

Real success takes time. Time gives you a chance to improve on your knowledge of your products. Time also allows you to become better at what you do.
When you commit to becoming successful, it’s going to take energy, sacrifice and a passionate desire to succeed. There will be mistakes and failure along the way. You must understand that mistakes and failure are the bridges you cross on your way to success.

When you set a big goal, it’s also important that in order to achieve that big goal, you must have small goals along the way. A while back, I remember speaking to someone and they told me about a big goal that they would like to accomplish. I explained to him that it would probably take a good 10 years of hard work and commitment to get there. He replied, “ Wow! In 10 years I will be 45 years old.” Of course I came back with this reply-“ if you don’t commit to work hard for the next 10 years on that goal, how old will you be then?” The message was received.

The time is going to go by anyway. My philosophy is that you might as well work hard towards your dreams and make it happen. Unfortunately, we live in an immediate gratification society. We want it and we want it right now. Most attempt the path of least resistance when it comes to achieving success. Many are looking for the get rich quick scheme. They may have a spark in the beginning but

they ultimately fail because they do not stick with it long enough. They did not see their dream through to the end.
There are no shortcuts to success. There are no such things as get rich quick schemes. You will not find a “drive thru” success program. You must take advantage of your opportunity and work hard at it consistently. The discipline and the consistency is what is going to make the difference.
So if you’re not where you want to be yet, don’t fret. Write out exactly what you would like to achieve and how achieving your dream will impact your life. Become passionate about what you are doing. The passion will keep you energized for the long-haul.

Don’t just talk about success. Write out a success roadmap. Have a business plan and make sure it is very specific. Once you have done this, take action.

Having success is all about your daily habits. You have to find a way to incorporate your success plan into your daily life so it actually becomes a routine.
Most of all, no matter what happens, stick to it. Never ever give up! Don’t let anything or anybody discourage you. If you keep focusing on the end goal, eventually you will get there. And when you do, it will be so worth it. You will be thankful that you took the time and made the commitment to work at your dreams.

This is your time! Make that daily commitment and don’t look back. Your future self will thank you.

Happy Selling,

David