Author: David Matney

I would say that the one word that can be used to describe successful people is ‘Persistence.’

The road to success is filled with many obstacles, challenges and detours. You must be persistent if you want to be able to get through those challenges. Your mindset has to remain positive and optimistic, especially while you are going through the difficult times.

As I tell anyone coming into any new opportunities, the first year will be the most difficult. Everyone is starting from Ground Zero with determination and high expectations. Everyone learns that hopes, visions and dreams are important, but it takes more than that. There will even come to a point where you have crossroad moments. You will question yourself, “Do I really have what it takes or should I just throw in the towel?” This will be a turning point in your life. You have to decide that no matter what, you are committed to having success. You have to BE PERSISTENT.

Persistence is when you dig deep within yourself to remember why you started in the first place. This is why it’s important to constantly look at why you began this journey of success. Perhaps it was to earn top income, live a better life, or to simply have more freedom. You will never achieve any of these things if you decide to give up. All successful people have faced some very difficult times, but they continued marching forward because they were looking at the big picture. Their long-term success meant much more to them than the short term challenges.

When it comes to success, talent alone is not enough. Hard work will beat talent every single time. Every successful person will tell you that they achieved their goals because of their persistence and hard work. All of them had to overcome a lot of challenges on their journey. Remember that there are no shortcuts to success. You must commit to the cause and you must be persistent.

Along with being persistent, you must also have patience. It’s important to keep working towards your goals, but you must understand that accomplishing the big goals will take time. When you are writing out your big goals, break them down into small daily and weekly goals. This will allow you to see progress as you are working towards your big dreams.

Successful people ignore the instant gratification, and they understand that success is a long-term effort. You have to build those efforts over time which will allow you to accomplish your big goal. Remember that this is a marathon, not a sprint.

When looking at high level performers, most people think they are just lucky and gifted. The truth is we don’t see behind the scenes, what they went through to get to where they are at today. Nobody was born a Champion. They worked hard at it. They spent hours, days, weeks, months and years to get it right. They made many mistakes and failed, but they learned from all of those mistakes and improved.  Success is a journey. You must be committed to your dreams and, no matter what, never give up. Be relentless and be persistent.

There will be some days where you feel like you’re making great progress. There will be some days where you feel like you have not accomplished anything. Keep positive and keep moving.

Your consistency will help you to build momentum. Success will come.

Always remember that you were designed to do great things. Never settle for mediocrity. Never listen to the naysayers. Believe in yourself and your opportunities. Your dream is real and it’s time for you to go out and make it happen. It takes a lot of determination, a lot of hard work and consistency. Start today and no matter what, BE PERSISTENT!

Happy Selling,

David

When you are out in the field to sell credit card processing you most likely are running in to the same 2 or 3 merchant services companies at almost every business you walk in to.  This typically happens for 2 reasons 

1:  A sales rep worked the territory for a long time and either quit or is still going strong in the area. 

2.  There is a local bank who contracted out processing to a national credit card processor.    

So you keep seeing the same companies processing credit cards for your potential clients.  What do you do to combat this? 

How do you convince all of these people to start working with you? 

Sun Tzu in the art of war said:  ( paraphrasing here…)   Know thy self, know thy enemy.  Essentially you need to know all about who you are selling against if you are going to succeed in flipping over their clients. 

How do you do this?  Start off with the easy stuff.  Look them up on the BBB and rip-off reports.  Find out about complaints against them.  Have they caused issues for their clients?  Do they overcharge their clients?  If you can get your hands on even one of the statements from a client near you then you can get an idea of what they are charging people and where they are overcharging people.  If you are going up against a local sales person start with the obvious question:  Are they still working?  When is the last time your local sales person even walked in the door? 

 Use all the information available to you. Let them your local, you offer support locally, paper and supplies, Offer referrals, and that you are always a phone call away.  Then go close those deals!

How do your competitors stack up in your area? Let me know.

Happy Selling,

David

People are always looking for the secret recipe when it comes to success. There are all types of motivation and inspiration that will help you to get started.

However, if you want consistent success, you must show up every day. Showing up every day shows that you have passion and focus. It’s diligence that is going to help you build a more successful life. Showing up every day is how you go about getting success, developing your skills, and mastering your craft., The only way you get good at doing something is to do it on a consistent daily basis.

Inspiration will only take you so far. By showing up every day and having a daily success routine, you have made a commitment to doing your absolute best. Instead of playing defense, you are now playing offense.

The success journey is challenging. It is going to become difficult at times, but your diligence helps. You must build a resistance, so you have the mentality of never giving up. By showing up every day, you will gain a better perspective of how the success journey goes. This helps you to understand the challenges that you face. You will recognize that they are all part of the learning experience.

The more you do something, the more confident and better you will become. No matter what, stick to your plan. It’s all about having a routine which involves discipline and accountability. Your goals are real, and you must give them a fighting chance. The way to do that is make a commitment to show up each and every day and constantly improve.

Success is a journey and the results do not happen overnight. You must understand that the plan does work if you stick to it. Showing up every day removes the pressure of having to have a huge breakthrough right away. Every day is important, and you must make every day count. The most important ingredient to be successful is to show up every day and invest your time and energy into all that you do. If you show up consistently and follow the routines and the success plan, there is no doubt that you will naturally succeed.

There is a Woody Allen quote that I recently read that sums it all up. He simply said “80% of success is just showing up”. Showing up is an attitude we need to have to be successful. It means being 100% into what you are doing. Make a commitment and give it your all. Perhaps you have started a new opportunity, and you don’t feel you’re really good at it yet. That is OK. You will improve every day and you’re going to keep getting better.

Never give up! You’ve been blessed with incredible opportunities and amazing talent. Now show up every day and go out and make it happen!

Happy Selling,

David

The DOG DAY’s of Summer is in full swing, and while many people will spend their days relaxing by the pool, millions of salespeople will be on the phone, the computer, or in a business meeting somewhere. If you happen to be one of those salespeople, don’t get discouraged. Summer can be a great time to get things done and move your sales career forward, so that when the leaves begin to change you’ll be a step ahead of everybody else.

As usual, from the Home Office in Death Valley, California,

Here are the Top Ten Things

All Salespeople Should do this Summer

10. Make one more call

I don’t mean to sound like an old sales manager, but longer daylight hours mean it still feels a bit early even when late. Make one extra call even when you think you’re done for the day and these calls will start to add up. And, your prospect won’t think you’re calling too late because it’ll still be light out.

9. Write down your goals

As we have talked about many times before, A goal without a plan is just a dream, so spend some time writing down what you want to accomplish and, more importantly, how you intend to accomplish it. Break down bigger goals into smaller, more attainable ones, and work backwards from there.

8. Take some sales training courses

You might already be a great salesperson, but even the most skeptical among us can always take something valuable away from sales training. Even if it helps you close one more deal a year, it’s probably still worth it.

7. Listen more

The best salespeople are excellent listeners, and even though the rest of us know that, very few of us are able to develop superior listening skills. If you want to close more deals, take the summertime to focus on becoming the best listener you’ve ever met.

6. Network

This is another area where many salespeople fall short. Networking events might seem insufferable, but a resourceful salesperson can walk away from any event with some valuable contacts and knows how to build on the relationship.

5. Clean up dead opportunities

Knowing what isn’t the right opportunity is just as important as knowing what is, so take some time this summer to clean up all of the junk in your CRM and in your mind. Stop wasting time with deals that won’t close and put your energies into ones that will.

4. Use some new technology

There are tons of new technologies being developed for salespeople. Even if you don’t tend to like trying new tech, give something new a shot this summer. In many cases, you’ll wonder how you ever went without it.

3. Take some time off

Working long hours can be a requirement in some sales jobs, but you need to give yourself some time off regularly as well. Taking a vacation allows you to recharge your batteries and come back to work well-rested and motivated.

2. Friday is for closing

Yes. I love Fridays, especially Friday afternoons. I love them for selling and especially in the summer. You get to close more deals on Fridays because people want to get this off their plate before the weekend.  

Sure, a lot of people are out Friday afternoons, and yet a lot of people are just a little more laid back. In fact, I get more conversations with owners during this time window! 

It’s also the time to be closing. You don’t want to allow a deal that is kind of hanging by a thread to sit there. “I’ll get to it next week.” could be that deal’s death sentence. You don’t know what’s going to happen from a vacation standpoint and everything else, so why not get it done on Friday?

And the #1 Top Ten Things

All Salespeople Should do this Summer is….

1. Close deals on the beach

Well, it IS summer, so why not take a few days and work remotely? You have a phone and a laptop, right? use them! MMA’s (Money Making Activities)

We all know that the “DOG DAYS” of summer can be brutal, especially in the south. I’ve always hated the Dog Days of Summer excuse – it always felt like a cheap way for an underperforming sales reps to make an excuse for a slow month. There’s money to be made even in the heat.

Let me know how you deal with the late summer heat. Leave a message in the comments.

Have a great weekend,

David

Yesterday we discussed about Building confidence today let’s discuss self confidence.

Self confidence is important when it comes to having success in your life. It allows you to go after your dreams and goals with excitement. Unfortunately, many people seem to struggle with low self-esteem, which holds them back from achieving their goals. I believe that all of us tend to lose self-confidence at times. Everyone experiences self-doubt and that is OK. It is important to identify the reasons behind the lack of confidence and take steps to address them.

The key is to find ways to build your confidence back up so you can continue pursuing your goals. It is important to recognize when we start losing confidence. We must catch ourselves in the moment and find out what is causing this. It could be fear of failure or even perhaps second-guessing decisions. A big mistake that people make is letting other people’s opinions dictate their self-worth. Whatever the scenario may be, once you find out what the problem is, begin to start taking steps to regain your confidence. It is important to act right away.

One of the best things you can do is recognize your past accomplishments, no matter how small they may be. Make a list of things of which you are proud. Whenever you may be feeling less confident, remember your accomplishments. Let me encourage you also to set realistic goals. Goalsetting is particularly important. One of the quickest ways to lose confidence is by setting unrealistic goals for yourself.

Remember to never strive for perfection. Focus on setting achievable goals, and once you do achieve these goals, your self-confidence will start to increase. Success involves taking risks. If you are afraid of failing, you will never reach your full potential. Instead of playing it safe, start taking risks. Pursue new opportunities and understand that failure is part of the process. To succeed, you must fail. Failure helps you to improve and it teaches us valuable lessons. No matter what, always maintain a positive mental attitude.

Your thoughts play a significant role in shaping self-confidence. Never put yourself down. Pay attention to how you talk to yourself. Whenever you feel any negative thoughts, change them into positive ones. If you want to feel more confident, start practicing positive self-talk. Look in the mirror each day and give yourself a pep talk. You are amazing! You are capable! You deserve success and your future looks amazing.

Appearance is important. Plan to dress for success. Wear clothes that make you feel good and avoid anything that makes you feel self-conscious.

Finally, make sure that your environment is a positive one. Be around positive people that are encouraging and are going to lift you up. This will help you to build your confidence. Stay away from the naysayers. Surround yourself with people that are in life where you want to be.

Today is the day that you are going to be a super confident person. Smile and make the decision that today is going to be an awesome day!

Now go out and make it happen!

Happy Selling

David

Building confidence is the key to success in so many areas of your life. Confidence is about believing in yourself and having that self-esteem that you can do something amazing.

Confidence is also contagious. If you walk into a room with an infectious smile and a positive demeanor, you may inspire someone else to become more confident.

We all are going to have good days and some bad days. It’s important to remember that confidence and self-love come from within. This is why it’s important to take the necessary steps to continue to build your confidence.

One of the ways that you can begin to build confidence is to start celebrating your wins and your accomplishments. The more that you recognize the wins in life, the more you cultivate a feeling of pride and confidence in yourself. Start out by taking time to reflect on your past accomplishments and begin your success journey by celebrating all your wins along the way, even the small ones.

All of us are born with certain gifts. It’s important to start tapping into your strengths. Find the things that you are good at and use them to your advantage. Tap into these gifts and create a plan for continuous improvement in your life.

If you want to build confidence, you must also surround yourself with positive people who see the best in you. You must hang out with people who constantly encourage you. Make the decision to start spending less time with certain people in your life who make you feel negative or drained. After all, you become who you hang with. Be with the people that are going to help you to build your confidence.

Everyone has fears, but we can’t allow them to control our lives. Whatever fears you may be facing, you must confront them head on. Getting to know your fears is the first step in overcoming them, which will allow you to become more confident in yourself and your abilities. Bottom line, be afraid and do it anyway.

The best attitude to have to build confidence is an attitude of gratitude. Keep a gratitude journal to track your progress. Start building a daily or weekly gratitude practice by keeping track of all the things that you are grateful for. Make this part of your life and watch how your confidence grows.

Positive self-talk is important as well. Most people are kind to everyone that they meet but they forget to be kind to themselves. Never again speak a negative word about yourself. Start saying good things to yourself daily. Positive affirmations will build confidence by reminding you of your self-worth.

Finally, for the amazing opportunities that you may have, or you may just be beginning, start today and start right where you are. The only way you become more confident is by acting. Do not wait until you are ready. The reality is you will never be ready. The way to build confidence is to prepare, and then constantly practice. The longer you do it, the better you become, which will help build your confidence.

Start today by looking in the mirror and saying

“Today is the beginning of the rest of your amazing life! You’ve got this! Now go out and make it happen!”

Happy Selling,

David

If you really want true success in your life, you have to be willing to take some major risks. The most successful people in life have dared to be risk takers

Life is very short, and you have wonderful visions and dreams inside of you. You have to ask yourself what is stopping you from going after those dreams. A big part of it could just be fear. If you’re afraid, that’s good. We don’t grow when we stay inside our comfort zone. Be afraid, but do it anyway. If you want something in your life that you’ve never had, you will have to do something that you’ve never done.

Most people, when presented with an incredible opportunity in which they have the potential to achieve great things, would rather choose something different which may provide so-called security. Sadly, they settle for something less rather than taking a risk and going after their dream.

There is more to life than just getting by or living by the status quo. You can have a life filled with abundance. You have been presented with great opportunities. You have a choice. You can play it safe and not achieve your full potential or you can take that risk and just go for it. I want to encourage you to stop playing it safe with your dreams and your goals. Instead of just testing the waters, dive in!

Go all out 100% and trust that all your dreams will come true.

Do not allow the fear to stop you. Fear is a liar.

Fear can stop you right in your tracks if you allow it to. Fear will remind you of all the things that will happen if you do not succeed. However, fear always forgets to mention how miserable you could be if you don’t even try to follow your dreams. Do not live with the pain of regret. Take advantage of your opportunities and go out and make it happen.

Keep in mind, you will have struggles, especially in the beginning. You will fail. If you didn’t have failure, it would be a sign that you’re playing it too safe. The closest people to you in life will question you and some will think you are crazy. You have a choice. You can listen to them and not chase after your dream or you can make that commitment and grind forward. You will have crossroad moments when you feel like throwing in the towel. That’s when you have to remind yourself why you began in the first place. No matter what, do not quit! Your dream is worth it. I promise you that your future self will thank you for never giving up.

I cannot stress enough how important it is to surround yourself with some great mentors. Take a look at your circle of influence. If you are the smartest person in that circle, you are in the wrong circle. Surround yourself with those who will lift you up, inspire you and help you to get to the life you desire.It’s time to stop playing it safe. So many people have the misconception that if you play it safe, you will have security. However, playing it safe means you have basically decided that you don’t want to grow anymore. Nobody has achieved anything great by playing it safe.

The great philosopher Ferris Bueller once said “Life moves pretty fast.” You have some incredible dreams and goals inside of you. You are designed for greatness. It’s time to stop playing it safe. Step out of your comfort zone. Take that risk and don’t look back. Celebrate your success, and celebrate the life that you desire.

Your future looks incredible! Jump on the Success train, and go out and make it happen!

Happy Selling,

David

It’s a significant milestone for us today as we celebrate our 500th blog post! Over the years, we’ve shared countless insights, tips, and strategies to help you navigate the ever-evolving landscape of business and sales. As we reflect on this journey, we want to focus on one of the most crucial aspects of any successful business: prospecting.

The Journey to 500: Lessons Learned

Reaching 500 posts is no small feat. It’s a testament to our dedication, consistency, and the valuable support from our readers. Here are some key lessons we’ve learned that are directly applicable to effective prospecting:

1. Consistency is Key
   • Just as we’ve been consistent in delivering content, consistency in prospecting activities is essential. Regularly reaching out to potential clients and following up diligently can significantly increase your chances of success.
2. Value Over Volume
   • Quality trumps quantity. Our most successful posts are those that provide real value to our readers. Similarly, in prospecting, focus on quality leads who are more likely to convert rather than a high volume of uninterested contacts.
3. Adapt and Evolve
   • The digital landscape is constantly changing, and we’ve had to adapt our content strategy accordingly. Prospecting methods should also evolve with new tools, techniques, and technologies to stay ahead of the curve.
4. Know Your Audience
   • Understanding our readers’ needs and interests has been central to our content strategy. In prospecting, knowing your target market and personalizing your approach can make all the difference.

Applying Our Insights to Prospecting

Now, let’s dive into how you can apply these lessons from our blogging journey to your prospecting efforts:

1. Consistency in Outreach

Regular prospecting activities help keep your pipeline full. Develop a routine that includes daily or weekly outreach efforts, follow-ups, and pipeline management. Tools like CRM systems can help automate and track these activities to ensure nothing falls through the cracks.

2. Providing Value to Prospects

In every interaction, aim to provide value. Whether it’s through insightful information, helpful resources, or tailored solutions, showing that you understand and can address your prospects’ needs will set you apart. Just as our valuable content keeps readers coming back, your valuable interactions will keep prospects engaged.

3. Adapting to New Tools and Trends

Stay informed about new prospecting tools and trends. Utilize data analytics to refine your targeting, leverage social media for outreach, and adopt AI-powered tools to streamline your efforts. By embracing innovation, you can enhance your prospecting efficiency and effectiveness.

4. Deep Understanding of Your Market

Invest time in researching your target audience. Understand their pain points, preferences, and decision-making processes. Personalize your messages to resonate with their specific needs. This approach mirrors our strategy of tailoring content to our readers’ interests, resulting in better engagement and conversion rates.

Celebrating Milestones and Setting New Goals

As we celebrate our 500th post, we’re reminded of the importance of celebrating milestones. Take time to recognize your achievements in prospecting, whether it’s reaching a target number of leads or closing a significant deal. These celebrations can motivate and inspire you to set new goals and continue striving for excellence.

Looking Ahead

The journey doesn’t end here. We remain committed to providing valuable content and insights to help you succeed. Similarly, your prospecting efforts should be an ongoing process of learning, adapting, and improving. Stay curious, stay proactive, and always aim to provide value.

Thank you for being part of our journey to 500 posts. Here’s to many more milestones and shared successes in the future!

How do you stay consistent in your prospecting efforts? What tools or strategies have you found most effective? Share your thoughts in the comments below!

Happy Selling & Prospecting!

David

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Sales tactics to lead and those to avoid are seemingly peppered throughout the classic, star-studded, independent black comedy Glengarry Glen Ross from 1992 that I finally got to watch — after quoting clips for years.

“We’re adding a little something to this month’s sales contest. As you all know, first prize is a Cadillac El Dorado.

Anyone wanna see second prize? Second prize is a set of steak knives.

Third prize is you’re fired,” says the character Blake, setting the mood early on.

As you might expect, there are some takeaways to be had.

One thing I didn’t know was the movie was adapted from a 1983 play that won a Pulitzer Prize, shows the desperate, two-day plight of four real estate salesmen specializing in investment properties in retirement developments like Arizona and Florida. They’re getting squeezed by corporate to increase sales, represented by Alec Baldwin’s memorable, single-scene performance below.

Shot in Brooklyn, apparently subtly set in Chicago but including a New York Telephone sticker early on, was a critically-acclaimed box office bust that earned a Best Actor nomination at the Oscar’s for Al Pacino, who was joined by Baldwin, Jack Lemmon, Kevin Spacey, Ed Harris, Alan Arkin and other familiar faces. (Watch below of Pacino’s famed monologue-laced sales pitch)

The film, dubbed ‘Death of the Fuckin’ Salesman’ because of its similar themes to Arthur Miller’s classic play and its coarse language, is an actor’s film destined to be a cult classic: well shot, smartly lit, full of monologues, a simple plot with deeper themes, filled with younger versions of top-flight actors. Yes, you know, all the reasons for it to not succeed financially.

Below are my Top 10 Sales Lessons from the movie Glengarry Glen Ross, from the Home Office in Why Not, Mississippi

Here we go,

10. “A man is his job,”says Shelley Levene, played by Jack Lemmon. Even if you don’t define yourself by your work, the very fact of choosing work that allows you to not be defined by it makes it a part of who you are. What we do, what we spend most of our time doing, surely says a great deal about who we are.

9. “It takes brass balls to sell…” says Blake, played by Alec Baldwin. The effort, confidence and savvy to sell damn near anything is an admirable, enviable and, often, loathsome toolkit.

8. ABC. Always be Closing — Those immortal words from Baldwin’s character are very nearly cartoonish in the movie, but the sentiment is real. Before entering any meeting, know what your ask is, what is considered a success. Because, my friends, as Toby Keith sings, “if you don’t know where you’re going/You might end up somewhere else.”

7. “You’ve never even been on a sit,” says Lemmon’s character, accusing Kevin Spacey’s bookish character of being unaware of the real challenges of sales.  Two things on this point: one, there is a clear sense that any entrepreneur, any red-blooded American, really, should have some sales experience; and two, well, gosh, Brian Kirk and I use this phrase ‘going on a sit’ from time to time just because it sounds so god damn cool.”

6. Appearances matter — This, of course, is nothing new, but the movie’s humor comes best when the real estate agent characters are deploying any mechanism of treachery to fool potential clients into believing any number of lies (the properties are moving fast, deadlines are rapidly approaching, their operation is very established, etc.). Picture Jack Lemmon in a phone booth on a rainy night asking his lead on the other end of the call to hold on a minute, as he shouts to a fictional secretary named ‘Grace’ to get his nonexistent plane ticket ready. Lies are, ultimately, bad for business, but the point is clear. In most cases, you are who you present yourself as. You probably do good work and know your industry well, but do you look like you do?

5. Tell a story, get familiar, speak with passion — Lying or not, succeeding or not, even these small-time real estate agents are always doing these three things. (1) They have a story arc for why what they’re selling is the right fit and what now is the right time. (2) They are getting and remembering names and details to develop a connection and making that ‘no’ even a touch harder. (3) They are speaking like what they’re talking about matters.

4. Have a deadline, always have a deadline — In the movie, every character is always leaving, so, yes, we need to make the deal now. It’s all hogwash, of course, and the lyingsn’t necessary, but understanding that without a deadline of some kind, getting the movement you want is always going to be harder is paramount.

3. Make people explain themselves — This fits into a classic of journalism: shut up and let your interview speak. We too often bail each other out or simply misunderstand each other when we impatiently finish people’s sentences or thoughts, when, rather, it’s better to wait someone out. In sales, a sense of directionless from someone else, is an opportunity to create direction for you both. Details are like family, you love them, but they don’t always need to be around. Bring them up when they’re beneficial or focus on the overall meaning or broad vision otherwise.

2. Ownership of the upperhand goes round and round — Throughout the movie, the cast of characters is always attacking someone else, only to find that vitriol coming back hours later. It was a combative, competitive work environment of one-upsmanship. It didn’t seem like any of the characters were aware that he would surely be in a different situation soon. That’s a lesson everyone should remember. Give help, because you’re surely going to need it soon.

And the #1 Sales Lessons from the Classic movie Glengarry Glen Ross is….

1. “You never open your mouth unless you know what the shot is,” says Ricky Roma, played by Al Pacino. Perhaps one of the better, less known quotes of the movie, Pacino’s character scolds Spacey’s for bluffing without knowing the context and screwing up a deal. The big takeaway for me is that — while, clearly, lying is bad business, despite its common usage in the film — going hard on a sell, bluffing or not, is only the right bet when you’ve done your research. Know who, why and how this is the person to sell on this subject. Otherwise, it’s easy to get burned.

There you have it. Any other takeaways from other fans of this film?

let me know.

Have a great weekend,

David

If you haven’t watched Ted Lasso on Apple TV, you are really missing out! This show has so much heart, optimism, and belly-laughing humor. It’s winning all the awards and I see great parallels between the show’s lessons and sales lessons on how you can be a better sales pro and coach. 

In season one we meet Ted Lasso, a Kansas High School Football coach, starting his new career as Head Coach of an English Football team. He has zero experience with the rules, strategy, and terms used in the game. He should be completely out of his element but he persists with kindness, positivity, and a lightning-fast wit filled with pop culture references and unending optimism.

Every episode gives you “the feels” and some excellent life lessons. This is one of those shows that justifies the amount of time I spend watching TV!

Today let’s talk about the one and only Ted Lasso, and ask him for his best tips to help inspire me, and maybe you too. Let’s act as if Ted Lasso is speaking and coaching us.

Here’s my favorite scene —> https://youtu.be/3S16b-x5mRA

Enjoy, David

*Here’s Ted!

Greetings, sales team! It’s a pleasure to be here with you all today. As some of you may know, I’m Ted Lasso, and I’m here to offer some advice on how you can elevate your sales game.

First and foremost, I want to remind you all to be curious, not judgmental.

One of the biggest mistakes we can make as salespeople is assuming we know everything there is to know about our clients or customers. The truth is, we’ll never know everything about them, but we can always strive to learn more. So ask questions, be curious, and don’t be afraid to admit when you don’t know something. This will help you build stronger relationships with your clients and ultimately close more deals.

Another important lesson from my experience as a coach is to start where you are.

Whether you’re a seasoned sales professional or just starting out, it’s important to assess where you are and set realistic goals for yourself. Don’t compare yourself to others or get discouraged by setbacks. Focus on your own progress and take steps every day to improve.

When it comes to feedback, remember to value the opinions of those who matter and forget the rest.

Not everyone’s opinion is worth your time or energy. Seek out feedback from trusted colleagues, mentors, and clients who can help you grow and improve. And don’t forget to take the time to give feedback to others as well. It’s a two-way street.

Now, you may be wondering what it means to be a goldfish.

Well, in my experience, it means having a short memory when it comes to mistakes or setbacks. Learn from them, but don’t dwell on them. Instead, focus on the present moment and the opportunities ahead of you. This mindset can help you stay positive and motivated even in challenging times.

To be your best self, you need to nurture the best version of yourself.

This means taking care of your physical, mental, and emotional health. Make time for exercise, meditation, and self-reflection. Take breaks when you need them, and don’t be afraid to ask for help when you need it. By investing in yourself, you’ll be better equipped to serve your clients and achieve your goals.

In sales, making quality connections is key.

It’s not just about making a sale; it’s about building relationships that will last. Take the time to get to know your clients on a personal level, and show them that you care about their needs and goals. This will help you build trust and loyalty, which are essential for long-term success.

Remember to make others look and feel good.

Celebrate their successes, offer encouragement when they face challenges, and be generous with your praise. By lifting others up, you’ll create a positive environment that inspires everyone to do their best.

Finally, don’t take yourself too seriously.

Be vulnerable, and don’t be afraid to show your human side. We all make mistakes, and sometimes the best way to connect with others is by sharing our struggles and challenges. By being open and authentic, you’ll build deeper connections with your clients and colleagues, and ultimately become a more effective salesperson.

So there you have it, sales team. These are just a few of the lessons I’ve learned from my time as a coach, and I hope they’ll help you as you navigate the world of sales. And remember, if you ever need a little inspiration, there’s no better time to brush up on the lessons from Ted Lasso Seasons 1-3. Good luck, and happy selling!

Ted Lasso

*Credit Phil Gerbyshak for this article.

Happy Selling,

David