Author: David Matney

Being in direct sales for many years now I’ve seen many people come into this field with the wrong philosophy. 

They tend to think that because they have “the gift of gab“, they can sell anything to anyone.   This happens all too often because the focus is on themselves rather than the needs of their prospect.

Unfortunately, they fail because they talk too much and they end up talking the prospect right out of the sale. 

Here is what I have found- The best salespeople are the best listeners. 

It’s important to find out what your prospect’s pain points are and then come up with a solution. What you’re selling isn’t a product. It is a solution.  You must learn to develop a rapport with your prospect rather than just pitching them. People don’t want to be sold. They want to be helped. In order to develop a rapport, you must get people to LIKE you. The way you do that is to be sincere, genuine and positive. Most importantly, don’t make it about you, always make it about them.  Learn to get your prospects to talk about themselves. Ask questions and then just simply listen. Show a genuine interest in what they are talking about. Always approach them on their level. Learn to connect with them.

The keyword when it comes to successful selling is HELP. 

If you change your philosophy from selling to helping, you will start having consistent success. Let’s break this word down… H onest     E mpathetic     L isten     P roblem solver

There are far too many shady sales people that have given the sales profession a bad name. If you want to be successful long-term, you have to sell with integrity. Rise up and dare to be different. Always be honest. Your reputation and your character are important.  

Having empathy is very important. Learn to care about your prospects. Listen to their pain points and show concern. Most importantly, offer them a solution that is going to help them. Quit over selling and start listening to your prospects. The only way you are going to be able to come up with a solution for them is to find out exactly what their needs are. Listen and then help. Become a problem solver rather than a typical sales person. The typical sales person doesn’t listen and they just keep pitching. 

A problem solver is looking to find the best solution for the prospect’s problems.

The amazing thing is that you will find that these philosophies will help you in your own personal relationships. It’s all about communication.

Make a commitment this week to stop selling and start listening. You will find that your responses will be much more positive and you will sell more!

Happy Selling,

David

But you must start off the right way.

A year from now you will wish you had started today.” — Karen Lamb

What have you been dreaming of starting?

What have you been putting off?

What idea have you been eager to make a reality?

What action have you known in your gut you want to take?

Now let me ask:what are you waiting for?

Sometimes it’s good to wait, such as when you’re waiting for the extra money from your tax returns to invest in something promising instead of digging into your emergency fund or worse, debt.

But most things are put off to their detriment. Too often we wait for a time, a circumstance, a moment that may never come, when we really should be making life happen every single day.

“I had as many doubts as anyone else. Standing on the starting line, we’re all cowards.” ―Alberto Salazar

Starting today, starting now, is one of the best things we can do for our dreams, for it makes us get over that fear of starting in the first place!

Start writing. Start reading. Start studying that subject. Start making those calls. Start reaching out. Start asking. Start those exercises. Start that blog. Just start — because nothing else matters if you don’t!

But there’s also the matter of starting properly — another pitfall many trip themselves up in.

In a world that’s obsessed with instant fame, instant success, instant money, instant everything, it’s become harder to start something new without either feeling like a failure right off the bat or never getting into the flow because of unrealistic expectations.

Unrealistic is not a word I like to use often, since what most people think is realistic is the same old boring, mediocre life, but at the same time, starting something new — investing in your dream, yourself, a skill — and then expecting to be a quick guru like so and so or to expect things to be effortless because that’s what X or Y person on YouTube did, is an excellent way to start something you’ll never follow through and never finish.

That sort of perfectionism is a sure-shot way to fail.

Have you ever gone to the gym and felt disheartened when you saw how fit and robust some other people were?

Have you ever tried something new and felt embarrassed when you messed up?

Have you ever faced rejection while pursuing your dreams?

I have. Yes, yes, and yes. I bet you have too to some of these, at some point.

We have to think beyond this! We have to press beyond this! Call it a barrier to entry. Call it a challenge. Starting is one part, and then starting in a way that doesn’t burn us out, but rather plants the seeds of consistency, is the other.

How do we do the latter?

• Part of this is getting over comparison. Yes, that means starting that blog no matter how it compares to Mashable.
• Part of this is getting over the pervasive “get rich quick” and “young money” fetish society has. That means not losing hope when you’re not showing off Lambos on Instagram at X age or Y stage in your life.
• Part of it is getting over your own expectations. Yes, it’s good to have those, but don’t be so rigid that if you don’t meet them you eviscerate yourself. No! Expectations, as John Gorman wrote, can be a sort of hell. Instead, when you fall short, know you’re growing. That’s all that matters. That you’re getting better.

“My attitude has always been, if you fall flat on your face, at least you’re moving forward. All you have to do is get back up and try again.”

— Richard Branson

This is a simple article, it’s a simple idea, but frankly success is simple — it’s just not easy to follow through on.

Embrace imperfection. Embrace falling short. Embrace the inherent ups and downs of the journey. Stop being a victim of your high expectations. What you start now, however small, however imperfect, however much is doesn’t measure up someone else, just might become something massive in the years to come — but only if you start, and only if you start in a way that keeps you going.

In the end, your future self will thank you for what you start today, instead of leaving it for him or her to start a month, a year, or a decade from now.

Invest in yourself.

Invest in your future.

Invest in your capacity to have an impact.

Invest in your own potential to create something beautiful.

Part of the key to success is just starting — action trumps everything.

Another part is in starting properly — so that you keep going.

Your life is yours to mold, an opportunity that encompasses all other potentialities. It can be ridiculously awesome, and you can make that happen, starting right now.

Happy Selling,

David

I was speaking to a salesperson the other day and was asked if there are any specific power words to use in selling. After some though I came up with this.

I have found that there are three words that — when used properly — carry tremendous influence, no matter what the situation, regardless of the type of person you are meeting with. They are:

1. Because

This is probably the most powerful word you can use. From an early age, we have been programmed to accept this triggering word “because”. Remember when you asked your parents why you couldn’t do a certain thing and they responded “because I said so.” Not the best answer, but we learn to accept it. The same is true as adults.

There has been direct research demonstrating this word alone is powerful enough to cause people to allow you an appointment, maintain your price and successfully negotiate. One study showed that people were willing to allow others to cut in line in front of them to make copies with the statement “I need to cut in line because I need to make some copies.”

2. Recommend

This word is great for presenting your solution, but it can be used in many different areas depending on the situation.

In my own sales consultations I often say, “based on what you told me, I recommend…” or “I recommend we set up a time next week to review our solution.”

Whatever the situation, the word recommend positions you properly and allows you to be viewed as an expert endorsing valuable solutions, as opposed to just a product-pushing salesperson.

3. Instantly

When applied conservatively and accurately, the word instantly is excellent to use in your sales letters, marketing collateral, during a presentation or any other area that is appropriate.

The reason it works is because we live in a society which, to some extent, has conditioned many people to expect immediate results. We have microwaves, fast food, video-on-demand, drive thru oil change facilities, and up until recently, easy credit.

We all expect instant gratification instead of waiting for long-term results or gain. Prospects and customers want to solve their problems instantly.

I think we must always pay attention to the words we use and seek to understand why certain words work or do not work in the context of our day-to-day selling. I sincerely believe these words will help any salesperson sell more.

What words are important in your sales pitch?

Happy Selling,

David

When it comes to success, there are many ingredients that are necessary. You must start out with goals and you have to believe in yourself. The truth is, people spend countless amounts of money looking for that ONE magical secret to success.

Most are trying to find a shortcut. It is important to have desire, along with belief in yourself, but the truth is, action is the key to all success. To achieve your dreams, you must have action built with planning. If you put together a success plan and take action, you can attain some amazing heights. There are no shortcuts to success!

It has been said that a pipe dream is an imagination without action. A true real goal must include action. Without action, very little will happen. For every action that you take, you experience an outcome. Based on that outcome, you decide to take a new action. As you take action and make decisions, you will find new opportunities. Every decision that we make taking action can alter our next set of opportunities. However, we will not know what those opportunities are until we take that first step and begin the chain reaction.

Unfortunately, many do not take action because attaining success involves taking risks. Without risk, there is no reward. Many do not start because they have a fear of failure. Others do not begin because they always feel that they need to know more before they start. The truth is, it’s easier to imagine your goals than to actually strive for them. Fear of failure and self limited beliefs are products of our imagination and all they do is prevent us from taking action that we know we need to take.

Nobody wants to fail but the reality is, on the path to success, you will stumble and you will experience failure. This is all part of the learning process. Facing failure is the best form of hands-on learning that we can get. Embrace failure and learn from it. In order to succeed, you have to fail. It’s time to start believing in yourself and in the opportunities that you have.

Make a commitment to no more negative self talk. Self limited beliefs are the biggest obstacles standing in the way of your full potential. You know enough to get started. You will figure things out along the way . You will mess up but you will learn from your mistakes. No more waiting! It’s time to take action. The key to true success is to take action. Start by breaking your big goal down into small goals and make a daily commitment to start working towards your dreams.

You’ve got this! What is the key to success? Everything else is important, but ultimately ACTION is the most critical key to success.

Start today. Start right where you are. Do not delay. Take action now!

Happy Selling,

David

Sales prospecting, the process of identifying and reaching out to potential customers, is a critical aspect of sales strategy.

To help you adapt and thrive in 2024, I’ve gathered 10 cutting-edge sales prospecting statistics along with key takeaways and actionable tips.

These insights will empower you to make informed decisions and supercharge your sales prospecting efforts.

From the Home Office in Do it Now, Wisconsin

Here are the Top 10 Prospecting Statistics For 2024

10. 78% of salespeople say that social selling is critical to their sales strategy.

Source: LinkedIn State of Sales Report

Key Takeaway: Social selling has evolved from a trend to a necessity in the world of sales. It’s more than just a tool; it’s a strategy that allows you to connect with prospects in a more meaningful way.

Tip: To excel at social selling, focus on building authentic relationships rather than just pushing your product. Engage with your target audience on social media, share valuable content, and actively listen to their needs.

9. Personalized email subject lines increase open rates by 42%.

Source: HubSpot

Key Takeaway: In an era of overflowing inboxes, personalization is the key to capturing your prospect’s attention. Generic subject lines won’t cut it anymore.

Tip: Craft subject lines that speak directly to the recipient’s pain points or interests. Mention something specific you know about them or their industry to pique their curiosity.

8. Video prospecting is 10 times more likely to elicit a response from a prospect than text-based outreach.

Source: Vidyard

Key Takeaway: Video is a powerful tool for building trust and rapport with prospects. It adds a human touch to your outreach, making you more relatable.

Tip: Don’t overcomplicate it. You don’t need a professional studio setup. A short, personalized video shot on your smartphone can be incredibly effective. Keep it genuine and to the point.

7. 80% of B2B buyers want to engage with sales reps who act as trusted advisors, providing insights into their industry.

Source: Salesforce State of Sales

Key Takeaway: The role of a salesperson is shifting from being a mere seller to becoming a trusted consultant. Buyers expect you to bring unique insights to the table.

Tip: Invest time in understanding your prospect’s industry and pain points. Share relevant research, case studies, or success stories that demonstrate your expertise.

6. 61% of high-growth companies use AI-powered sales prospecting tools.

Source: Gartner

Key Takeaway: Artificial intelligence is no longer a buzzword but a game-changer in sales prospecting. It can help you identify leads, prioritize them, and even personalize your outreach at scale.

Tip: Start exploring AI-powered prospecting tools if you haven’t already. These tools can save you time, enhance your targeting, and improve your conversion rates.

5. 75% of prospects are more likely to engage if they receive content tailored to their industry challenges.

Source: Demand Gen Report

Key Takeaway: Content is still king, but it must be relevant and tailored to your prospect’s needs and pain points.

Tip: Create content assets like whitepapers, blog posts, or videos that address specific industry challenges. Share these assets strategically during your prospecting efforts.

4. 68% of sales professionals believe that the phone is still their most effective sales tool.

Source: Outreach

Key Takeaway: Despite the rise of digital channels, the good old phone call remains a potent weapon in the sales arsenal.

Tip: Use phone calls strategically in your prospecting process. Combine them with other outreach methods to create a multi-touchpoint approach that keeps you on your prospect’s radar.

3. 40% of salespeople struggle with lead quality issues in their prospecting efforts.

Source: ZoomInfo

Key Takeaway: Not all leads are created equal. The quality of your leads matters as much as the quantity.

Tip: Invest in lead scoring and qualification processes to ensure that you’re focusing your efforts on leads with a higher likelihood of conversion. Quality over quantity should be your mantra.

2. 92% of sales reps give up after the 4th follow-up, but 80% of prospects say no four times before saying yes.

Source: InsideSales

Key Takeaway: Persistence pays off in sales prospecting. Many reps give up too soon, missing out on potential opportunities.

Tip: Create a well-thought-out follow-up strategy that spans multiple touchpoints and adds value at each step. Don’t be discouraged by initial rejections; they might just be part of the process.

And the #1 Top 10 Prospecting Statistics For 2024 is…

1. Salespeople who actively use a CRM system experience a 35% increase in sales revenue, on average.

Source: Nucleus Research

Key Takeaway: CRM systems are not just administrative tools; they are revenue generators. They help you organize, track, and optimize your sales efforts.

Tip: If you’re not already using a CRM system, start exploring options that suit your needs. Invest time in training your team to use it effectively to maximize its impact on your sales revenue.

Here Are Some More Top Tips:

1. Embrace social selling by building authentic relationships on social media.
2. Personalize your email subject lines to increase open rates.
3. Incorporate video prospecting to establish trust and rapport.
4. Act as a trusted advisor by providing industry insights to prospects.
5. Explore AI-powered prospecting tools to enhance efficiency.
6. Tailor your content to address specific industry challenges.
7. Leverage the phone as a powerful sales tool.
8. Prioritize lead quality over quantity.
9. Persistence is key; don’t give up after a few rejections.
10. Implement and maximize the use of a CRM system to boost sales revenue.

In 2024, the sales landscape is more competitive and dynamic than ever.

To thrive, sales professionals must adapt to new technologies, personalize their outreach, and focus on building meaningful relationships with prospects.

By following these key takeaways and tips based on the latest sales prospecting statistics, you can position yourself for success in the evolving world of sales.

Remember, every “NO” is a step closer to a “YES.”

Stay persistent, keep learning, and watch your sales prospecting efforts continue to soar in 2024 and beyond. The future of sales is in your hands, and you have the tools and knowledge to make it a prosperous one. Happy prospecting!

Have a great weekend,

David

Now that we are getting back to basics If you want to improve your life, you simply have to raise the bar on your standards. We all have things in our lives that we know we should follow through with. Every year, New Year’s resolutions are made and we know what we should do but, in most cases, we don’t follow through.

The bottom line is if that’s happened to you, you did not raise your standards enough to make it happen.

When it comes to raising standards, it’s all about making it a priority.

Rather than saying we should do something, it’s important to change that into I MUST do something.

When you do that, you are now taking control over the quality of your life. You are now in a position to achieve what you want out of life. It now becomes a priority for you.

If you want to change your life, you simply have to change your standards. It’s all about mindset.

Your thoughts determine your actions. It’s important to be your own cheerleader.

Use the power of self affirmation which will inspire you to become great. By raising your standards, you will not be defeated by the failures or setbacks. You will learn that every obstacle is an opportunity to learn and grow.
When raising your standards and going to the next level, it’s going to take a lot of self discipline. Success is a result of what you do daily. The choices you make each day set the foundation for your standards. Make every second of your life count and do not waste time on things that are not helping you achieve your goals. Do not give into temptations. Your goal is to be successful in every phase of your life. Think of the future. Make the right decisions.

It’s important to take a look at what you’re allowing in your life. Take inventory. Think about what things are positive along with the things that may be hindering you.

It’s time to set the bar higher. It’s time to take positive action and make it happen.

Make positive choices each day. Your standards aren’t going to magically raise themselves. You need to make small changes and develop new positive habits every single day. It all starts with small steps. Make sure you are giving yourself credit for taking them.

Finally, surround yourself with positive influences.

Never underestimate the role the people you spend most of the time with play in your life.

Does your inner circle have higher standards for themselves?

Think carefully about what type of influence other people are having on you.

You may have to distance yourself from them if you truly want to raise your standards. Be open to new friendships with people who are in a similar frame of mind that you are. Look for positive influences everywhere you go.Your standards should match the kind of person you wish to be and the lifestyle that you would like to have. Life is short. You might as well enjoy it at a higher level. Enjoy the journey and be a blessing to every person that you encounter. This is your time to go to the next level.

Happy Selling,

David

Can you believe we have made it to May? Has the enthusiasm of the new year waned some?

Sometimes we get into a funk or we get out of sync, and this is a reminder that we need to get back to the basics. When people get into a slump, I often remind them that you have to repeat the things that have made you successful.

Very early in my sales career, I had great success right out of the gates. The amazing part about it is that I didn’t even really know what I was doing.

However, the most important thing is that I was enthusiastic about what I was selling. My enthusiasm rubbed off on the prospects, and they became enthusiastic as well.

After a while of patting myself on the back and hearing how good I was from others, I started getting into a slump. This made no sense to me because now I felt I had more experience, and I certainly had more knowledge about what I was selling. Thankfully, I was able to sit down with one of my mentors and we reviewed my presentation. He pointed out to me something that was very profound.

My presentation was filled with knowledge and so much information that it became double the length of what it should’ve been.

We talked about keeping it simple, and most of all, keeping the enthusiasm. In other words, he pointed out to me that I needed to repeat the things that made me successful.

This applies to every area of success. Even the most successful people in the world will slip on their daily habits. Because of this, they will find frustration due to the lack of success. What separates them is not their willpower or motivation, it’s the ability to get back on track quickly.

Perhaps you have found yourself not where you want to be or even in a slump. The key is to remember that we all go through this, but the good news is that you will come out of it.

Whether it’s exercise, diet, sales, relationships, or just every day living, let me encourage you to get back to the basics. Do what you did when you did what you did.

Let’s get back to the field of sales again. The other day I was speaking to a newer sales rep. They started out very well and recently hit a brick wall. We began to review his presentation. The amazing thing is that he was doing the same thing that I did at the beginning of my career. He was over explaining things that really weren’t that important. It was almost like he was trying to impress people with all of his knowledge. I gave him the same advice I received from way back then. “Keep it simple, quit over explaining, stop selling, and start helping and remember to be enthusiastic.

In other words, repeat the things that have made you successful.” Incredibly, he’s back on track and doing better than ever.

Once again, getting back to the basics can apply to all areas of our lives. If you have found yourself in a funk, let me encourage you to think about the things you were doing before that allowed you to have success. Always remember the reasons you are doing what you are doing. Every now and then, you have to go back to your WHY.

It’s important that you do not allow any negativity into your life. Be careful what are exposing your mind to. Make sure your circle of influence is encouraging you and not trying to bring you down. Your mind is a powerful tool. Make sure you nourish it with nothing but positivity.

Put the past behind you, and let’s get back to the basics once again. Your future looks incredible. On this great journey of success, make sure you have piles of smiles through the miles of trials.

Happy Selling,

David 

In our exciting world of sales, where every connection counts, expanding one’s network is paramount. As a merchant services sales professional , I recognize the pivotal role outreach plays in fostering growth, securing partnerships, and ultimately propelling my business forward.

Today, Let’s embark on a mission to reach out to 25 or more individuals, armed with a strategic plan to enhance our business’s visibility and foster fruitful collaborations. Join me as we delve into the significance of proactive outreach and outline an approach for today’s endeavor.

1. Amplify Networking Efforts: Networking lies at the core of the merchant services industry. By reaching out to 25 or more individuals today, we aim to amplify our networking efforts exponentially, tapping into diverse opportunities and forging valuable connections that can catalyze business growth.

2. Expanding Client Base: Each outreach presents an opportunity to introduce our merchant services offerings to potential clients. Whether it’s through targeted emails, social media engagement, or direct calls, expanding our reach enables us to showcase the value our business brings to merchants seeking reliable payment solutions.

3. Cultivating Partnerships: Collaboration is key in the merchant services landscape. Today’s outreach isn’t solely about acquiring clients but also about cultivating strategic partnerships with complementary businesses, such as software providers, financial institutions, and e-commerce platforms, to offer comprehensive solutions to merchants.

4. Educating and Informing: Beyond pitching services, outreach serves as a platform to educate and inform owners about emerging trends, regulatory changes, and best practices in the merchant services arena. By sharing insights and expertise, we aim to position our business as a trusted advisor and thought leader in the industry.

5. Driving Innovation: Engaging with diversity of different verticals fosters a culture of innovation within our merchant services business. By soliciting feedback, exploring pain points, and brainstorming solutions collaboratively, we can identify new avenues for innovation and stay ahead of the curve in an ever-evolving market.

Now, let’s delve into my strategy for reaching out to 25 or more people today:

1. Targeted Outreach: We’ll bring potential partners, and influencers, who align with our business objectives and target market.

2. Personalized Communication: Each outreach will be personalized to resonate with the recipient’s needs and interests. Whether it’s highlighting specific pain points my services address or tailoring the message to reflect mutual benefits, personalization is key to making a lasting impression.

3. Multi-Channel Approach: Leveraging a variety of communication channels, such as email, LinkedIn, social media, phone calls, and networking events, allows us to reach individuals across different touchpoints, maximizing my chances of engagement and response.

4. Follow-Up and Persistence: Outreach doesn’t end with the initial contact. follow up diligently, nurturing relationships and staying top of mind through consistent communication and value-added interactions.

5. Metrics and Evaluation: Throughout the day, Let’s track our progress, monitoring the number of outreach attempts made, responses received, and potential opportunities generated. This data will inform future outreach strategies and help refine our approach for optimal effectiveness.

As the day unfolds, Lets stay committed to making meaningful connections, exploring collaborative opportunities, and driving growth for our business.

Today isn’t just about reaching a numerical target; it’s about laying the groundwork for sustained success and positioning ourselves as a trusted partner in the merchant services ecosystem. Always remember to log your progress into a good CRM.

Join me in embracing the power of proactive outreach and unlocking new possibilities for business expansion and innovation!

Happy Selling,
David

We should start making Mondays our priority by doing some simple things that have a huge impact. This is tying in with me also reading Atomic Habits currently where I read about making sure we have the right systems in place.

So here are my top things for you to do on a Monday to make sure you start the week and new month off right.

Set Measurable goals:

Before you start your week, set some goals that you can measure and decide how you will measure them. When I started out, I just carried a note pad with me.  I made a list of names of all the new business owners I met.  Then I circled them if I got a statement and put a check mark next the ones I sold.  This is an easy way to see your progress each week.

In the merchant services industry you should have three goals:

-How many new business owners will I meet this week?
-How many statements will I obtain?
-How many deals will I close this week?

*Also, you might decide to spend some time building your online presence, joining a local business owners group, or some other activity which doesn’t take a lot of your time but will help your business long term.

Be Your Own Boss:

When people say they want to be their own boss, this seldom means they actually want to boss themselves.  Usually this statement means “I don’t want anyone to be my boss.”  If you really want to be your own boss, do these three things which every boss does:
-Have a set work schedule.  Make sure your friends and family know you still have a boss to whom you report…YOU!
-Have times each week when you “meet with yourself” to go over your progress towards your goals.
-Have a budget for business expenses and stick to it!

Decide to Stop Deciding:

Too many agents make succeeding impossible because they are constantly deciding whether or not they will remain committed to their business.  Make a long term commitment, and then stop deciding.  Stop asking these questions:
-Should I be looking for another job?
-Should I consider switching to another processor?
-Am I really a good sales person?
-Do I know enough about this business to get started?

Take some time right now to nail these things down and decide when you will allow yourself to reconsider them.  If you do this, your mind will be clear of doubt and ready to focus on the week ahead!

Happy Selling,

David

Today, I’m sharing 10 ways to improve your selling skills in only 30 days. These are practical things you can start doing right now.

In true David Letterman fashion,

from the home office in Terramuggus, Connecticut, here are the Top 10 TOP 10 Ways to Improving Your Selling Skills in Only 30 Days,

10. Discipline

You have to be disciplined in how you use your time and what you spend your effort on. You cannot allow yourself to be caught up in the shiny objects. You have to be disciplined to know exactly what you are going to achieve, and then be actively achieving it. Do not waste your effort; if salespeople would simply be more disciplined in how to use their time, it is amazing how much more successful they would be.

9. Consistency

This means consistency with your prospects. You cannot sit there and call some prospects once, then not call them back for six months or even a year. You have to have a consistent sales process that you are using more than anything. More than anything, I always hear people say, 

“Well, I don’t have a good plan.”

 Me: “Well, what’s your plan?”

 Them: “I don’t have a plan.”

 Well, that’s your problem! I almost say this: It does not matter what your plan is, just be consistent with it. Just be consistent. When you are consistent with your prospecting, it is astonishing how much more disciplined you are – you see how these two things really fit together?

8. Learn From Your Existing Customers

I want you to learn from your existing customers. You see, your existing customers are full of a lot of knowledge.

I want you to learn from them and be reaching out to them, even if your sales process is one where – after you sell a customer – you don’t have any more engagement. I want you to reach back out because you are going to learn from them. They are going to help tell you, show you and guide you.

7. Less is More

It’s not about having 10,000 prospects. It’s not about having 1,000 prospects. It’s really about having fewer prospects that I can spend more time on. Less is more in everything I do. I don’t need 10,000 scripts. I don’t need 10,000 emails sent out. I need four or five because less becomes more. What happens when you adopt this mindset is you become more efficient and more effective in how you use your time.

6. Tight Customer List

Here’s the thing: You do not have time to chase every opportunity out there.

If the opportunity, lead or prospect that you see does not line up with what you believe is going to be potentially profitable to you, then do not. Go. After. It.

Stay tight; I see too many salespeople just start flashing lights when they get into trouble, turning to whatever they can to try to get attention or try to fight. No, stay tight. I would much rather you have 20 prospects you are reaching out to though a consistent process with a very tight message than to be sitting there trying to chase 100, 200, 300 prospects you only reach every couple of months.

Nope, that does not work. Keep a tight customer list.

5. Be Accountable

Be accountable and show up. You have to be accountable to yourself and I want you to be accountable to somebody else. This means, very simply, you need an accountability partner who is going to help hold you accountable for your goals. This means you are sharing with them what your goals are and vice versa.

You know what’s interesting about this? As you coach them, it’s going to help you. A rising tide lifts all boats.

I want you to be accountable now, both to yourself and to your customers. When they say something, you have got to follow up with them. You have to remain engaged with them. Again, I see too many times where salespeople have an opportunity and never call. Them. Back. They never re-engage. I see more salespeople losing business because they failed to follow up on a lead fast enough.

4. Simplify

Do not make it overly complicated. We can screw up a two-car funeral pretty good.

What I want you to do is simplify your message – simplify what it is that you sell because…if it isn’t simple in your mind, how is it going to be simple to your prospects? It’s not.

Too many salespeople get desperate and want to go out and sell every tool in the toolbox. You can’t. I am going to lead with one specific tool, and I am going to zero in on it.

When you simplify, it’s surprising how much faster you’re able to move. Speed comes into play here. Now, of the 10 things I’m discussing with you today, your speed is not one of them. But what I have found is when you make it a point to do the 10 things I am walking through, you will find yourself operating much more efficiently. 

3. Grow Your Mind

You can never allow yourself to stop growing. This means you have to be saying, “How and what am I learning about my industry?”

“How and what am I learning about my customers?”

What are you doing? You have to be continuously growing. You have to take 15 minutes a day – it might be digging into a book or maybe an article pertaining to your industry. No matter what, you have to be continuously and intentionally growing your mind.

What happens? Not only do you gain more knowledge, but you also gain a tremendous amount more confidence. And, when you’re more confident, it’s amazing how much better you listen.

2. Attitude

Nothing fuels your energy more than your attitude.

If you have a bad attitude, you won’t have the energy. If you have a bad attitude, it’s noticeable how it comes across in your phone calls, your emails, on and on. When you have a bad attitude, you don’t listen as much. Your attitude drives a lot more than you would think.

And the #1 Way to Improving Your Selling Skills in Just 30 Days is …

1. Don’t Stop

Do not stop. I see too many salespeople get a little bit into the process and think, “Well, we’re not getting the traction,” and they step away. Everyone has heard the stories of salespeople giving up too early, and that is exactly what happens. If you want to be successful, don’t stop!

If you go through and do the previous nine things that I have been talking about and lastly, do not stop, I guarantee you will be more successful with your selling in 30 days or less.

Have a great weekend,

David