Author: David Matney

The other day while driving to take care of a client about 90 minutes away I turned on a Ryan Stewman podcast. He was talking about leveling up and not letting the force of averages overtake you. He spoke about a sales seminar he attended several years ago. He said each morning at 7 AM, he along with several of our up-and-coming stars would speak to the team and share some inspiration and sales tips. On the last day, Les Brown was the speaker and spoke about his journey and about making a commitment and the importance of doing whatever it takes to become successful.

It made me think about something I spoke about a while back. We all have a choice. We can choose to be on the WIT (whatever it takes) program or we can choose to be on the

NITWIT (not into whatever it takes) program.
If you’re not willing to do whatever it takes to become successful with integrity, you will live a life of mediocrity!If you truly want to be successful, you have to be willing to do whatever it takes. Success takes a 100% commitment.

Many people talk about being in the top 10%. If that is your goal, you have to be willing to do what 90% of people are not willing to do.
If you want to go to an even higher level and be part of the 1% club, you have to do what 99% of people do not want to do.

When we talk about whatever it takes, we certainly want to make sure that we are doing everything with integrity. It’s all about doing whatever it takes for you to grow and to become better.

This means, you have to start your day early.

You have to put in the time that’s necessary for you to achieve your goals.

It’s about making a commitment to continuously learn.

It’s about making sure that you are consistent, persistent and no matter what comes your way, you’re never going to give up.

It’s about surrounding yourself with winners and finding a mentor that’s going to help you get to where you want to be.

If you’re going to be on the W.I.T. program, it’s going to require a lot of discipline. This is a commitment to be at the top of your game in all phases of your life. You have to be able to do what the majority of other people are not willing to do.

This may mean removing all negative influences from your life, TV, social media and anything that is distracting you from achieving your dreams. It may mean putting in 12 hour days or 14 hour days over a period of time.

This is all about making improvements in your life. The only way to do that is to do what most others won’t do.

You have to get rid of all the negative out of your life. You must understand that you will have obstacles and you will have days when you feel like giving up. This is where you start grinding and you make that commitment that no matter what gets in your way, nothing is going to stop you. You must understand that whatever obstacles come your way, they are only testing you to see how badly you want your dream.

Do not procrastinate. Make the decision to take action right now. Once you make that commitment to do whatever it takes to achieve your dreams, you will become unstoppable.

Nothing will get in your way because you have made that commitment.

I had an sales professional tell me yesterday he was going to close 15 deals this month. It can be done if they do Whatever It Takes to get them.

This week, visualize yourself having your goals achieved. You can do this! You are not designed to be on the NITWIT program.

You’re way better than that. Make the decision that you are going to do whatever it takes to become successful.

Repeat this phrase each day. “I am on The W.I.T. program!!

Happy Selling,

David

You have a dream and you know what it takes to accomplish that goal.

No one said it was going to be easy. I guarantee that there will be many obstacles along the way. Along with those obstacles, there will be many people who will try to bring you down.

Some of them mean well but unfortunately, they will not support your vision.

The amazing thing is the ones that doubt you the most are the ones that are closest to you. They can be your best friends, your parents, even your spouse. Usually their advice is just simply not do whatever it is you’re planning. They will set up all the excuses for you. They will tell you the timing is bad, the location is wrong, the economy is bad and nobody will buy what you’re selling.

The first step is to understand that achieving great success will be difficult but most important it will be worth it. The most important thing is you must believe in yourself and your abilities. If you have any self doubt, the naysayers will jump right in on that. No matter how difficult it is, you have to learn to tune them out or keep them out. Most of them think they have your best interest in mind but the reality is their negativity will only do you harm.

When the naysayers start speaking negatively, the first thing you must ask yourself “Are these people in life were you want to be?” 99% of the time the answer is no. I guarantee you they have not done anything even close to what you want to accomplish.
When someone criticizes you or tries to rain on your parade, it’s never about you. It’s always about them. You’re out of their comfort zone and they don’t like it.If you listen to the naysayers, you will never achieve your dreams.

You have a dream and you must clearly define the dream. It’s important to understand why you are doing it. Your dream matters.

So going forward, understand it’s important to surround yourself with positive people. You will become who you surround yourself with. If you surround yourself with people who are going after their dreams, overcoming their fears and developing their skills, you will do the same.
Success involves taking risks. It cannot be avoided. Learn to embrace and enjoy taking risks. Be willing to fail. Get over the fear of failure. Go out and make it happen and fail quickly so you can correct your mistakes and make progress.
Make a commitment to take daily action towards achieving your goals. There is power in Success Habits.

Your dream is alive! Don’t let anybody steal your dream. Surround yourself with people that are going to encourage you and lift you up. Success is right around the corner waiting for you. Never allow anyone to talk you out of it.

Happy Selling,

David

Many people talk about success and their desire to achieve great things in life. The big question is, “What does it truly take to have this kind of success?

There is a famous quote that comes from motivational speaker, Eric Thomas. He simply says, “When you want to succeed as bad as you want to breathe, then you will be successful.”

I believe that just about everybody wants to live a successful life. The bottom line is that it all comes down to how badly you really want it. True success is going to take 100% commitment and focus. You must be willing to sacrifice and do the things that most people are not willing to do.

It’s going to be difficult, but you must work as if your life depends on it. Keep in mind that there will always be all kinds of excuses that you can make. Make a commitment to not develop the disease called EXCUSITUS. If you have excuses, you will never have success. An excuse is nothing but a lie that will make you give up on your dream. Let go of all the excuses!

You must never have the attitude of just ‘giving it a try’. You must be 100% committed. There is a difference between being interested in success and being committed to success. Once you make the commitment, you become 100% responsible to work on your dreams with a relentless pursuit towards success. When we ask the question about how badly you want it, it’s important to know exactly WHAT you want. You must understand your motivation and why you want to succeed.

Understanding your WHY will help you accomplish your dreams. Write out your goals and be specific. Make sure they are things that you are truly passionate about. Eliminate all the distractions that are getting in your way of achieving your goals. Become laser focused, and work consistently on your goals. Never allow anything to ever get in your way.

You are on a success mission. You have dreams and goals inside of you. They’re there for a reason. You’ve been gifted with the talents and now it’s time to take action. Don’t just talk about success, commit to it and take action. Stop procrastinating and go out and make it happen.

Happy Selling,

David

Dale Carnegie is the best-selling author of “How to Win Friends and Influence People.” He helped people truly grasp how powerful interpersonal skills and public speaking could be to one’s life.

He was born into poverty in Missouri, and worked as a salesman and actor following his college graduation. Additionally, he began teaching public speaking classes which ended up becoming extremely successful. Carnegie was able to sell advice which if applied, could help people from all ages become successful.

From the Home Office in Maryville, Missouri, Below are The Top 10 Dale Carnegie’s quotes from his book, How to Make Friends and Influence People

10. “A person’s name is to that person the sweetest and most important sound in any language.” – Dale Carnegie

9. “Every successful person loves the game. The chance to prove his worth, to excel, to win.” –Dale Carnegie

8. “Every man I meet is my superior in some way. In that, I learn of him.” – Dale Carnegie

7. “Pay less attention to what men say. Just watch what they do.” – Dale Carnegie

6. “Ask questions instead of giving orders.” – Dale Carnegie

5. “There is only one way to get the best of an argument — and that is to avoid it.” – Dale Carnegie

4. “Happiness doesn’t depend on any external conditions, it is governed by our mental attitude.” – Dale Carnegie

3. “To be interesting, be interested.” – Dale Carnegie

2. “All men have fears, but the brave put down their fears and go forward.” – Dale Carnegie

And the #1 Dale Carnegie’s Most Influential Quotes From “How to Win Friends and Influence People ”is……

1. “Talk to someone about themselves and they’ll listen for hours.” – Dale Carnegie

Which one of these Dale Carnegie quotes resonated most with you and why? Let me know.

Have a great weekend,

David

Be Curious, Not Judgmental. Walt Whitman

WATCH VIDEO HERE

BARBECUE SAUCE! This is the kind of person and sales professionals you want to be, talking to your prospects, representing yourself  and building out your pipeline. You work hard, you learn, become more efficient, and ultimately solve problems — both for yourselves and for the merchant. Are you curious to discover just how curious you are? No judgements here.

Here are the 7 signs of curiosity, and why they matter in sales. 

1.  You love to learn.
Curious people tend to be avid learners. In the world of sales, learning from what worked and what didn’t in a variety of scenarios is important to continuously refining your process. Whether it’s the style of prospecting you’ve  adopted, the subject line you use in emails, or the script you follow when going through a demonstration, curious salespeople want to experiment, learn, and optimize. Being curious means having an active mind. You’re not satisfied until you learn all you can about your process, and have the requisite data to start doubling down on what works and forgetting about what doesn’t.

2. You live to solve problems.
Every merchant has a need. It’s important to remember that whenever someone enters a sales process, they’re doing it because they want to improve on something. If you’re curious, you love this: You want to know their goals, how they plan to get there, and how you can help.It’s a sign you’re curious if you think about a customer’s success as if it was your own. How do you get them to where they want to be? What strategies can you develop together to bring their goals within reach?

3. Questions don’t scare you.
Curious sales people embrace questions. When approaching someone new, curious people aren’t afraid to ask questions and solicit feedback that they think will make them better. If you can learn from it, you’ll embrace that initial awkward moment and take in the information.The same principle applies when you’re making a sale. Some questions and follow-ups can be awkward. But curious folks don’t shy away. They welcome uncomfortable moments and embrace the idea of learning something new. After some practice, these salespeople  become familiar with the unfamiliar. And this is a huge advantage for anyone in sales, as unfamiliar moments are the rule, not the exception.

4. You’ll talk about anything.
Studies have proven time and time again that maintaining a healthy level of curiosity about different viewpoints enables people to more easily form and maintain social relationships. Curious folks are often above-average listeners and conversationalists.In sales, being a great listener and conversationalist goes a long way. Leading sales reps are no longer cold calling prospects. Instead, they’re offering assistance and building a relationship. They focus on the person they’re connecting with, and talk about what they’re interested in, struggling with, and aspiring to.

5. Virtually nothing bores you.
Curious salespeople are always investigating something new and as a result are constantly building knowledge. No matter the situation, they can find something interesting to explore.In sales, curious salespeople tend to maintain high activity levels and discover interesting facts about their prospects. While others are procrastinating or putting off talking to the “same old” buyers, these  curious salespeople are reading books, and learning new methodologies.

6. You question everything.
Why should you settle? I want to encourage you to create a culture where every practice is questioned.  emphasizes the importance of questions in order for you to “innovate, adapt to change, and maintain an edge in fast-moving, competitive markets.”Curious sales folks aren’t afraid to question old tactics, and this helps them continuously optimize their practices, messaging, and habits.

7.You don’t mind extra hours.
Curious people want to figure stuff out. When something piques their interest, they stick around until they discover more about the issue, or get to the bottom of the problem. And if the resolution won’t be uncovered for an hour or two after 5 p.m. rolls around, curious people settle in for the long haul — with a smile on their face.

Truly curious salespeople are always thinking of new ways to grow themselves as well as the merchants they work so hard to get.
In what ways do you use curiosity to prospect and grow your business?

Happy Selling, 

David

Would be a very good merchant for both your portfolio and to have as a referral source.

Next you call the merchant and schedule a meeting with them. You have prepared for every possible question and feel strongly that you fit well with their needs. During the meeting, you get the impression that you are asking the right questions and addressing their needs. During the conversation the merchant suddenly asks, “So, how many employees do you have?”

It seems so random, but you go ahead and answer the question. You may say, well we have 10 or 50, or you may say we have two. The conversation continues with smiles and laughter, and ends on a high note.

But then a week goes by and you hear nothing. You attempt to call the merchant but can only leave a message, and your call is never returned. You call your other contacts but get nothing but voice mail. Your emails are only getting cursory replies. What happened?

If you are like every other merchant services salesperson, you start to replay the meeting with the merchant in your mind to identify what was said and what was shared to try and find a reason why the merchant was suddenly not interested but nothing stands out. In fact, all the questions from the merchant were as generic as the one he asked you about your number of employees.

But, when you think about it, wasn’t the number of employees question a little out of place? Why was that even brought up? Random.. right?

This scenario happens all too often. The sale was lost because you answered the question. Merchants and prospects tend to ask generic questions when trying to garner information about you, your company, and your credit card processing services. In this instance, the true meaning behind the question could have been, “How many people do you have that can help us convert our 20 something locations throughout the southwest?”

Of course, they don’t ask it in that way. It is up to the sales professional to question any question that seems vague or out of place. Yes, that’s right. I am saying you should answer a question with a question.

For example, in this instance you could say, “That’s an interesting question. What brought that up?” You have to clarify the question, drive past the generic facade, and determine the real reason for the question.

A lot of merchants ask questions this way. They are not just random questions, but can trap any merchant services provider into an answer that could cause you to lose the opportunity. In an effort to help, here are several questions I have heard, along with sample responses.

Q. Who does your settlement? 
A. That is an interesting question. Have you had a negative experience with a settlement provider?

Q. What is your equipment preference?
A. It depends on the need. What is your preference?

Q. Where is your office?
A. My office or our corporate office?

Q. What time do we have to batch out? 
A. It depends. Is there a reason why you’re concerned about batch time? Is there something that you have had an issue with before?

Q. What is your service level?
A. That’s a great question. Which types of service are you referring to? Have you had any concerns in the past?

All of these questions seem pretty basic, but questions that use “industry speak” like settlement time or batch time imply that there is more to the question than meets the eye. If they are asking about settlement, they have likely had a problem in the past. If they ask about your batch time, they have likely had a batch miss settlement.

Asking about service levels may imply that they are going to need more assistance then normal.  A commitment to a certain level of service should be determined ahead of time. Always remember “Under promise and over deliver” Never promise something you can’t deliver on.

In each of these cases, the answer provided may be the completely wrong thing to say. So, the simplest solution is that when the merchant asks a question, you should pause for five to ten seconds and ask yourself,

 “Why did they ask that?”

 If the answer doesn’t quickly come to mind, don’t answer until you clarify and get to the root of what the merchant is really looking for.

Tell me, have you ever had an experience where there was more to a merchant’s question than meets the eye?

And how did you respond to it and were you able to eventually sign the merchant?

Happy selling, 

David

Each of us has a past. Some of it is good and, perhaps, a lot of it is bad. Whether we made bad choices in life or circumstances just hit us, we must remember that our past does not equal our future. 

A key principle is knowing to keep a positive attitude, no matter your past. You have plenty of new opportunities within your reach. Your past does not define you. If you find that your past mistakes are wearing you down, it’s time to bury the problems of the past.

Perhaps you have made some bad choices in life or you are living with regrets. Welcome to Life! All of us are in that club in some form or another. Let me encourage you to forgive yourself. Use your past failures as learning experiences. Never make the same mistakes repeatedly and remember that once things happen, they are finished. There is no point in living in situations that you cannot change. Never lose hope and never stop moving ahead. 

You are not what happened to you. You are what you choose to become. There are things that happen in our lives that we do not have control over. Don’t ever let your past define you. You have a choice. You can be a victim or you can choose to have the victory.

The past is gone and it’s time to move forward. Do not look back any more. You are no longer going that way. Your future looks incredible and you’ve been gifted with some wonderful opportunities. You have the talent to make it happen and it’s time to take action and live your dreams. It’s time to get motivated.

Start by setting some small goals. Take it one step at a time. Take a look at your big dream and focus on how you can break your long-term goal into small targets and focus on the one that’s in front of you.

Learn to start appreciating yourself. Celebrate the small victories because they bring you closer to your ultimate goals. Always focus on your positive qualities. Feel good about you and your future.

Your body language is very important also. You can tell a lot about a person based on their body language. Make sure that your body language is that of a confident person. 

As you are moving forward, make sure your surroundings are very positive. Hang out with the winners in life and those that are constantly encouraging you.

You are a winner, and you matter. You have an amazing future ahead of you. Your thoughts must always be uplifting and positive. No more negative self talk. No more living in the past.

Finally, take care of you. I’m talking about your physical health. When you take care of your physical health, you are also taking care of your mental state. Focus on good eating and sleeping habits. To be a high-level performer, you must have energy and you must be healthy. Make yourself a priority.

 The past is behind you and your future looks better than ever. Take advantage of your opportunities. Give it your all and keep marching forward. You will have difficulties and you will overcome them. You are getting ready to live the life of your dreams. Get excited about your life and your goals! Now, go out and achieve them!

This is YOUR time! What a great future you have! 

Happy Selling,

David

The key to having long-term success comes down to what you do on a daily basis. There are no shortcuts to success. It’s a long journey that involves a daily grind.

If anyone tells you that it’s going to be easy, they are not telling you the truth. You must grind every day. Real achievers start anywhere, anytime and they never make excuses. They understand that the road is going to be difficult filled with many obstacles, and they are committed to overcoming all of them.

The daily grind is not about motivation. It’s all about discipline. There will be plenty of days when you don’t feel like making it happen. That’s when the true test comes. This has nothing to do with your feelings. It’s all about WHY you began your success journey.

This is why it’s important to keep reviewing your short term and long-term goals. Your goals must be very specific and they have to be something that you are truly passionate about. Your goals should make you want to jump out of bed in the morning.

Once you have committed to the daily grind, my encouragement for all of you is to enjoy the journey. When you’re in the success daily grind, it may seem like it’s just another step along the way. You must find joy in the actual process and the work. Stay focused on your big goal. The challenge when trying to accomplish any big goal is that 95% of your time will be spent in your journey toward that goal. Life is about striving toward one goal and then another. It’s important to know that if you really want to enjoy life, you have to be able to find fulfillment in the daily grind towards these goals, and not just in their destinations. So, don’t just focus on the endgame. Be grateful for this process of reaching your goals.

Through the success journey, you will be truly blessed with new life experiences, and learn new things. Yes, the destination is important. Anytime that you achieve a big goal, it’s an Incredible accomplishment. But, you must find joy in the grind. The daily grind toward your goal is where growth, learning, and fulfillment occur. As you are grinding towards your goals and dreams, you are benefiting in so many ways.

Commit to your goals and never give up! Success is not a destination, it’s a journey. It’s a daily grind. Begin today and make the commitment to love the daily grind and enjoy this wonderful journey!

Happy Selling,

David

It’s the Friday the 13th! I woke up this morning with a different Top 10 to write. I had to adjust quickly and not miss the Friday the 13th opportunity.

When it comes to Friday the 13th superstitions and folklore abound and for some, it is too creepy to handle. 

I’ve gathered very quickly the best 13 fun and freaky facts to help us celebrate Friday the 13th! We we do this list 1-13 instead of our usual backwards countdown.

From the Home Office at Camp Crystal Lake here are the Top 13 Fun Facts About Friday The 13th

1. Friday the 13th can actually fall into place up to three times per year.

2.Paraskevidekatriaphobia is a real phobia. Those who suffer from it fear Friday the 13th.

3.Triskaidekaphobia is the fear of the number 13 itself. 

4. At least 10% of the population in the U.S. fears Friday the 13th dates, believing something bad will happen.

5. On Friday, October 13, 1972, Uruguayan Flight 571 crashed in the Andes.  The film Alive, released in 1993, told the tale of the Uruguayan rugby team that survived the crash and ultimately resorted to cannibalism to survive. 

6. Most tall buildings do not have a 13th floor.

7. Many celebrities have been born on Friday the 13th – including Alfred Hitchcock, Christopher Plummer, Steve Buscemi, Frances Conroy, Peter Tork and more!

8. The movie series, Friday the 13th, included 12 installments and each one did well in the box office. The villain, Jason Voorhees, dies in every movie.

9. Friday, October 13, 1989, is often referred to as “black Friday” following a mini-crash of the stock market.

10. Across the country, flights are typically cheaper when the 13th falls on a Friday.

11. Any month that begins with a Sunday will have a Friday the 13th.

12. On Friday, September 13, 1940, the Nazis dropped a bomb on Buckingham Palace. The Royal family was not harmed.   

And the 13th  Top 13 Fun Fact About Friday The 13th is….

13. Nearly $900 million is lost each time the 13th falls on a Friday because many are afraid to work and travel on that date.

Regardless of how you choose to spend your day – be it by avoiding black cats and ladders or by just going about your business – enjoy it! It’s Friday! 

Have a awesome weekend,

David

Nobody likes to be told NO. We didn’t like it when we were three years old, and we don’t like it now.

But what happens on cold calls? We get told …. NO. So we avoid cold calls and drop-ins to save ourselves from the rejection. But at what cost?

1. Understand That Rejection Is Better Than Avoidance

In reality, what’s the worst thing that can happen on a cold call? They say NO. So don’t sweat it. It’s not that bad. You probably will never see or talk to that person again. They won’t call you and say, “You’re that sales rep I didn’t want to buy from!” The worst result is them turning down our service and leaving us in the same situation we are in now.

It’s like the two vacuum salespeople who go into town to sell door-to-door. At every house, they get the same response — NO. They get to the last door, with just a few minutes before the end of the day, and one salesman says to the other, “Hey, let’s skip this one. We know they’re going to say no.”

The other one says, “So, if they say no, where will we be?”

“Exactly right here.”

Rejection doesn’t mean you lost — you just haven’t progressed yet. But you’ll never progress and never make a sale if you don’t ask. You miss 100% of the shots you don’t take. So if you ask and they say NO, at least you can move on.

2. Move Past Mean People

Yes, some people are mean and nasty. But do you really want them as customers? maybe, but Probably not. So if they’re rude, shake it off and move on. A rude “NO” doesn’t leave you in any worse condition than a polite rejection. So let go of the emotional attachment to these brief prospects. They rejected the product, not you. Don’t take it personally.

If you’re going to make a sale, you’ve got to make calls. It’s worth the risk of dealing with a rude person if you have a chance of making a sale.

3. Use Objections to Improve

So when you hear “NO” (you will, so just accept it), use each prospect’s objections to help with your sales approach. Why aren’t they interested? If you can find out why one customer says NO, you can use the information to overcome that objection in your next pitch. Then you can tell your next prospect how you’re different than what they expect and why that objection isn’t such a big deal after all.

4. Be Confident in Your Product

Cold-calling anxiety is real — especially if you’re new to sales. So will you ever get over it? Absolutely, yes!

If you’re wondering how to overcome sales anxiety, the solution is confidence — in your pitch, and solution. To move past the nervousness, you have to be truly confident in the solution you’re offering. You need to believe it’s good value that will help your clients. And if you really believe that to your core, you’ll carry confidence in your voice, attitude, posture, stance, and persistence.

5. Trust Your System

Then rely on your system. If you have a plan for dealing with each potential cold call outcome, you’ll know exactly what to say, no matter how the prospect responds. No matter what a prospect says, there are only three potential response categories: active, untapped, and not interested. There’s no fourth option. So, based on your conversation, identify which group they’re in, then follow your process for that response.

6. Work in Your Strengths

Being good at sales doesn’t mean you never have anxiety. But some people’s mindsets and personality types work better with either prospecting or closing deals. So, ideally, separate the roles so that people work in their strengths.

Early on, I made mistakes by hiring people to make cold calls because I thought they would be great in sales. It turns out some people just aren’t wired that way. They can do it for a short period of time, but eventually, they’re done. However, many of them were still great at closing deals.

I’ve dealt with cold-calling for over 20 years in sales. I know how it feels to walk in somewhere and get rejected but when it’s all said and done, don’t sweat it. Just do it. Not calling is even worse than being rejected.

Jim Rohn says, “We must all suffer from one of two pains: the pain of discipline or the pain of regret. The difference is discipline weighs ounces while regret weighs tons.” So don’t carry around that extra weight of regretting the times you didn’t try! Pick up the phone — you’ve got this.

Happy Selling,

David