Author: David Matney

Over the years, what I have found, that whatever you make a priority, you can make a success.
It has nothing to do with not having enough time. We all have the same amount of time each day. It’s all about what you make a priority. The bottom line is that you make the time for what you must have.
We all have heard that in order to succeed, you must have goals. The reality is that it goes way beyond that. Your goals have to be specific and they have to be absolute. If you truly have the desire to have great success, you must turn the “wants” into “musts”. If it’s an absolute “must”, then you will find the time to make it happen. If you need to sacrifice for something you must have, you will make that sacrifice.

Whatever the goal is, if it’s not a priority, the full commitment will not be made and you will never achieve it.

When you make it a priority, your attitude turns into “I will do whatever it takes for me to succeed.”

Now of course, I’m also speaking about doing it with integrity. Whatever you must do, you will do. If that means getting up at four in the morning and giving 100% every day, if it’s a priority for you, that’s what you will do. Success takes commitment and sacrifice.
Let’s get real now. Your life today represents all the things that you have made a priority. Unfortunately, most people settle for average.

They basically have made survival a priority. As long as they are getting by, paying the bills and doing the minimum, that’s their priority.If you’re OK with that, that’s not a problem. I truly believe that life is worth more than just being average. Make a commitment to choose not to live average anymore. Choose to do much more. Commit to being excellent.

Get rid of all excuses that are holding you back. Don’t worry about lack of education or lack of talent. Hard work will always beat talent. It’s all about how bad you want it.

The other day, I heard a young person say that you can’t make it in America anymore. I immediately told her to not buy into that lie.

There are amazing opportunities everywhere you look. If you truly believe that you can reach success and you believe in yourself, opportunities are staring at you right in your face.

All you have to do is make the commitment and go for it. Choose to make your dreams and goals a priority. Take advantage of the opportunities that come your way.
Whatever you make a priority in life, you can make a success! How about you, what are your priorities? What are your “musts”? You do have the time to achieve these priorities. Why?

Because, you will make time for the things that are a priority to you. Write out your priorities today, and next to them write out “I MUST………….” Put together a plan and then go for it. If it’s a priority, you will make it happen. Make your life a priority. Make your success a priority. Make living a healthy lifestyle a priority. Make the decision to be awesome at what you do a priority. Now is the time to get your priorities in order.

Happy Selling,

David

Discipline yourself daily To be victorious in life, it all comes down to discipline. Long-term success comes from daily discipline over a period of time. Happiness, success, and fulfillment stem from focus and self control.

Studies show that people who possess self discipline are much happier in life. With discipline and self-control, we actually accomplish more of the goals that we are passionate about. Self-discipline is the bridge between defined goals and goals that are accomplished.

Now, we are not born with self-discipline. It is a learned behavior. Self-discipline requires daily practice and repetition. It must become a habit. Work on building your self-discipline through a daily commitment that’s associated with your goal.

You must have a success plan. This should be written down where you can see it daily.. The daily disciplines will get you out of your comfort zone every day. It is important to have a clear vision of what you truly want to accomplish.

You must understand what success means to you. If you do not know exactly what your goals are, it will be too easy to get sidetracked. Make sure that your goals are very specific. Start out by creating new habits and daily rituals. Keep it simple. Break your long-term goals down into small daily steps. Focus on doing one thing consistently, and that’s how you will begin to master self-discipline.

Take baby steps, and after a while, your mindset and behavior starts to shift. Once you begin progressing, consistently add more short term goals to your list. Keep in mind, as you begin the new habits of daily disciplines, you will have ups and downs. You will have failures. The key is to keep going no matter what. Learn from your mistakes and don’t get down on yourself. When you fall, get back up and keep executing. Failure is part of the process.

Surround yourself with accountability partners and mentors. Do not be a lone ranger on this discipline journey. Find the people who are where you want to be in life. Be with the ones who are going to encourage you and help you to stay focused. It’s important to develop self-discipline daily. This is what enables us to do high-quality work. It helps us to continue to pursue our goals even through difficult times.

Self-discipline is the key differentiator between people who are successful in life and those who are not. This is your time. You have big dreams inside of you. Practice the daily disciplines, and never give up!

Now go out and make it happen! 

Happy Selling,

David

We as salespeople, find ourselves facing a pervasive challenge—the negative stereotype that surrounds our profession.

Many people harbor a deep-seated aversion to salespeople, fueled by a range of preconceived notions and fears.

In today’s post let’s delve into the reasons behind the widespread disdain for salespeople, explore common stereotypes associated with them, unravel the fears that customers commonly experience, and ultimately, discuss how we can transcend these barriers to build trust with our prospects and clients.

The Stereotype of a Bad Salesperson:

Aggressive Tactics:

One of the most enduring stereotypes about salespeople is their perceived aggression. The pushy salesperson, who relentlessly pursues potential customers and employs high-pressure tactics, has become an emblem of the industry. Many individuals have encountered salespeople who seem more interested in meeting quotas than genuinely addressing customer needs.

To overcome this stereotype, salespeople must recognize the importance of a customer-centric approach. Instead of focusing solely on closing deals, successful sales professionals prioritize understanding the customer’s requirements, offering tailored solutions, and fostering long-term relationships.

Lack of Authenticity:

Another prevailing stereotype is the perception of salespeople as inauthentic or insincere. Customers often feel that sales professionals prioritize their own interests over those of the client. This lack of authenticity erodes trust and makes customers skeptical of sales interactions.

Salespeople can counter this stereotype by fostering authenticity in their approach. Being genuine, transparent, and honest builds credibility and fosters a connection with customers. By demonstrating a commitment to transparency and ethical practices, salespeople can dispel the notion that they are solely driven by commission-based motives.

Overpromising and Underdelivering:

The age-old adage of “underpromise and overdeliver” is frequently ignored in the world of sales, contributing to a negative perception of salespeople. Customers may have experienced instances where promises made during the sales process were not fulfilled, leading to disappointment and distrust.

To combat this stereotype, sales professionals must set realistic expectations and ensure that they can deliver on their promises. Honesty about product limitations and potential challenges fosters trust and demonstrates a commitment to customer satisfaction.

Common Fears Associated with Salespeople:

Fear of Manipulation:

Many individuals approach sales interactions with a fear of being manipulated into making a purchase they later regret. This fear is rooted in the perception that salespeople use persuasive tactics to exploit customers’ vulnerabilities.

Salespeople can alleviate this fear by adopting a consultative approach. Rather than pushing products, they can focus on understanding the customer’s needs and providing tailored solutions. By positioning themselves as advisors rather than salespeople, they can build trust and assuage fears of manipulation.

Fear of Rejection:

Customers are not the only ones with fears; salespeople also grapple with the fear of rejection. The constant pressure to meet targets and the possibility of facing rejection can lead to aggressive tactics, inadvertently reinforcing negative stereotypes.

To overcome the fear of rejection, sales professionals should shift their mindset from a transactional focus to a relationship-oriented approach. Building connections, understanding the customer’s perspective, and viewing rejection as an opportunity for improvement can transform the sales experience into a collaborative process rather than a win-or-lose scenario.

Fear of Making Wrong Decisions:

Customers often fear making wrong purchasing decisions, and salespeople play a pivotal role in alleviating this concern. Sales professionals must actively listen to customers, ask insightful questions, and guide them toward informed decisions that align with their needs and preferences.

By positioning themselves as trusted advisors, salespeople can help customers overcome the fear of making wrong decisions. Providing relevant information, offering demonstrations, and facilitating a thorough understanding of the product or service empower customers to make confident choices.

Building Trust: Lessons for Salespeople:

Prioritize Relationship Building:

The foundation of a successful sales career lies in building meaningful relationships with customers. Sales professionals should invest time in understanding the customer’s challenges, goals, and preferences. By establishing a rapport based on trust and empathy, salespeople can differentiate themselves from the stereotypical, transaction-focused image.

Demonstrate Expertise and Knowledge:

Customers are more likely to trust salespeople who demonstrate a deep understanding of their industry, products, and services. Sales professionals should continuously educate themselves, staying abreast of industry trends and developments. By positioning themselves as experts, salespeople instill confidence in customers, reinforcing the idea that their recommendations are based on genuine expertise.

Embrace Transparency:

Transparency is a powerful tool in overcoming the perception of salespeople as secretive or deceptive. Sales professionals should provide clear and honest information about products, pricing, and potential challenges. Being transparent about what a product or service can and cannot deliver builds credibility and fosters trust with customers.

Focus on Listening:

Effective communication is a two-way street, and successful sales interactions hinge on active listening. Salespeople should prioritize listening to customer concerns, needs, and preferences. By demonstrating a genuine interest in understanding the customer, sales professionals can tailor their approach and offer solutions that truly address the customer’s unique requirements.

Set Realistic Expectations:

Setting realistic expectations is crucial in building trust with customers. Salespeople should refrain from making promises that cannot be fulfilled and instead provide accurate information about product features, delivery timelines, and potential challenges. Managing customer expectations from the outset prevents disappointment and reinforces the credibility of the sales professional.

Provide Value Beyond the Sale:

To truly differentiate themselves, salespeople should view the sale as the beginning of a long-term relationship rather than the end goal. Providing ongoing support, follow-up communication, and additional value beyond the initial transaction strengthens the bond between the salesperson and the customer. This approach not only enhances customer satisfaction but also encourages repeat business and referrals.

Seek Continuous Improvement:

The world of sales is dynamic, with customer preferences, market trends, and industry landscapes constantly evolving. Sales professionals should embrace a mindset of continuous improvement, seeking feedback, learning from experiences, and adapting their approach to meet evolving customer needs. By demonstrating a commitment to growth and development, salespeople can build trust and credibility with their clientele.

Transforming the perception of salespeople requires a concerted effort to debunk common stereotypes, address customer fears, and build trust through authentic, customer-centric practices.

By prioritizing relationship building, demonstrating expertise, embracing transparency, focusing on active listening, setting realistic expectations, providing ongoing value, and committing to continuous improvement, sales professionals can redefine the narrative surrounding their profession.

In the ever-evolving landscape of sales, those who prioritize trust, authenticity, and customer satisfaction will not only overcome negative stereotypes but also thrive in building lasting, meaningful connections with their clientele.

As salespeople become trusted advisors rather than transactional entities, they have the power to reshape the narrative and inspire a positive perception of their profession.

Happy Selling,

David

This is all about having a purpose. When you truly have a purpose in your life, it encourages you to make those sacrifices and put in the effort that’s needed in order to have your dreams come true.

Those that have dreams, and they are willing to pay the price to make them come true, will achieve happiness.Far too many people are afraid to dream. There are others who dream, but they do not dream big enough.

Dreams do not cost anything. Unfortunately, I’ve seen way too many people allow others to knock down their dreams. You must remember that you were designed for greatness, and there is an amazing plan for your life. It’s up to you to take that step of faith and make the commitment. Remember this though, it’s not enough just to have a dream. You have to dream big and take massive action in order for that dream to come true.

There are no shortcuts to great success. There is no such thing as an overnight success. For everyone that has become successful, they will all tell you that they paid the price. They made the commitment to dedicating the time to learn what was necessary and to do the things that needed to be done. You will often hear that when people have success, they are just lucky. Here is what I have found…. The harder you work, the luckier you will become.

Luck is when preparation meets opportunity.

Make that full commitment to have your dreams come true. In order to have the success you desire, understand that the price of success must be paid in full and paid in advance. Nothing is free. If you want to have big success, you must pay the price. Hard work over a period of time is the price we must pay for success. You truly can accomplish anything if you are willing to pay the price.Finally, let me encourage you that, while you are paying the price for success, you also enjoy the journey. It’s a wonderful ride. There will be bumps and bruises along the way. You will have challenges, difficulties, and obstacles throughout your journey, but always remember why you began in the first place.

There are dreams inside of you and it’s time to make these big dreams come true. The past is behind you. It’s time to move forward and work towards your amazing goals. It will be difficult, but it will definitely be worth it. Unless you pay the price for success, you will not know it’s worth.

I promise you this that you will appreciate your accomplishments because of your dedication and commitment.

Happy Selling,

David

As we approach the end of the month, seven days left, the pressure is on to meet those targets and close deals. The last week can be make or break, and it’s time to bring out your A-game.

Today we will be sharing 10 powerful tips to help you navigate the final stretch, crush your targets, and emerge victorious. So in our typical David Letterman fashion.

From the Home Office in The Holy Cow Casino and Brewery In Las Vegas

Here are the TOP 10 Game-Changing Tips for Salespeople to Close Strong

10. Strategize and Prioritize: As the clock ticks down, it’s crucial to strategize and prioritize your efforts. Identify the high-potential leads, focus on the deals that are closest to closing, and allocate your time wisely. Creating a strategic plan ensures that you’re not scattered but are instead laser-focused on what truly matters.

9. Effective Time Management: In the last week, time is your most valuable asset. Create a daily schedule that maximizes productivity. Set specific time blocks for prospecting, follow-ups, and closing deals. Avoid distractions, and remember, every minute counts. Efficient time management is the key to achieving more in a limited timeframe.

8. Leverage Urgency and Scarcity: Use the psychological triggers of urgency and scarcity to your advantage. Let your prospects know about limited-time promotions, discounts, or exclusive offers that expire at month-end. Creating a sense of urgency can prompt indecisive prospects to make a decision sooner rather than later.

7. Personalized Follow-Ups: This is not the time for generic follow-up emails. Personalize your messages to remind your prospects of the value your product or service brings to their specific needs. Reference previous conversations and highlight how your solution is the missing piece in their puzzle. Make them feel that you are invested in their success.

6. Overcome Objections with Confidence: In the last week, objections might come thick and fast. Be prepared to address them with confidence and conviction. Understand the common objections you encounter and proactively provide solutions. Anticipating and overcoming objections not only demonstrates your expertise but also instills confidence in your potential clients.

5. Collaborate with Your Team: Your team is your support system. Collaborate with them, share insights, and help each other succeed. Consider teaming up on deals where a collective effort can make a significant impact. A united front can overcome challenges and create a positive, synergistic environment.

4. Utilize Technology to Streamline Processes: In the digital age, sales tools and technology can be a game-changer. Leverage CRM systems, automation tools, and analytics to streamline your processes. These tools can help you identify hot leads, track interactions, and provide valuable insights that empower your decision-making.

3. Offer Incentives and Bonuses: Motivate your prospects with incentives and bonuses tied to the end-of-month targets. Whether it’s a special discount, additional features, or a personalized add-on, providing extra value can tip the scales in your favor. Make your prospects feel like they’re getting a special deal by closing before the deadline.

2. Refine Your Pitch: Take a critical look at your sales pitch. Is it resonating with your prospects? Are you effectively communicating the value proposition? Make necessary adjustments to tailor your pitch for maximum impact. A compelling and relevant pitch can make all the difference in convincing prospects to seal the deal.

And the #1 TOP 10 Game-Changing Tips for Salespeople to Close Strong is…

1. Maintain a Positive Mindset: Lastly, but most importantly, maintain a positive mindset. The last week can be intense, and setbacks may occur. However, resilience and a positive attitude can turn challenges into opportunities. Believe in your ability to succeed, stay focused on your goals, and remember that every rejection is a step closer to a resounding success.

As we navigate the final week of the month, remember that you are not alone in this journey.

Every challenge is an opportunity to showcase your skills and resilience. The last week hustle is where champions are made. Embrace the pressure, stay focused, and let your determination shine through. By implementing these 10 tips, you’re not just closing deals; you’re laying the foundation for a stellar month ahead.

Have a great weekend and close strong!

David

Are you feeling a little overwhelmed?

Maybe you’re facing a daunting challenge, a career change or perhaps you’re on the brink of something big, but you’re not quite sure if you’re ready to take the leap. Well, I’ve got news for you: You’ve Got This!

Life is full of twists and turns, ups and downs, but one thing remains constant: your resilience and inner strength. Sure, there will be moments when doubt creeps in and fear tries to hold you back, but remember this: you are capable of achieving more than you ever thought possible.

Every obstacle you encounter is an opportunity for growth. Every setback is a chance to learn and come back even stronger. So, instead of letting fear dictate your actions, embrace the challenges that come your way. They are the stepping stones to your success.

Believe in yourself, even when others doubt you. Trust in your abilities, even when the road ahead seems uncertain. Remember, the greatest achievements often come from those who dared to dream big and refused to give up, no matter the odds.

So, go ahead, take that leap of faith. Pursue your passions with unwavering determination. And when doubt tries to creep in, remind yourself: You’ve Got This!

You are capable, you are resilient, and you are destined for greatness. Stay focused, stay determined, and never lose sight of your goals. With the right mindset and a willingness to persevere, there’s nothing you can’t accomplish. So, go out there and show the world what you’re made of.

You’ve Got This!

Happy Selling,

David

Last Wednesday’s we looked at the first credit card, this week let’s take a look at the history of the cards we use. When New York businessman Frank McNamara started Diners Club in 1950, he had big dreams for his new company and the credit card it would issue.

“‘Someday,’ he predicted, ‘restaurants all over New York will honor this card,’” former Diners Club executive Matty Simmons recalled McNamara telling him early on. Simmons recounted the conversation in his book “The Credit Card Catastrophe.”

At the time, no other company had successfully issued a credit card accepted across several merchants. But McNamara was right about the future, and then some. As the first major multipurpose charge card issuer, Diners Club gained widespread acceptance among merchants and paved the way for other issuers. About 82% of U.S. consumers now report carrying a credit card, according to a 2022 survey from the Federal Reserve Bank of Boston, the most recent data available.

An industry is born

The idea of a credit card didn’t begin with Diners Club — but McNamara’s idea was a big improvement on what already existed.

In the 1920s, department stores and oil companies started offering metal charge plates and “courtesy cards” that customers could use to charge purchases, according to “Paying with Plastic,” by David S. Evans and Richard Schmalensee. These cards were accepted only by the merchants that issued them, similar to modern-day store cards. Restaurants didn’t even offer such cards.

With its cardboard credit cards, Diners Club aimed for mass acceptance. It charged merchants a 7% fee on each transaction, but assured them that cardholders would spend more than noncardholders. It promised cardholders convenience — only one monthly bill for dining expenses! — and a status symbol to keep in their wallet. These cards required payment in full each month, so today we’d call them “charge cards.” But at the time, they were called credit cards.

By its first anniversary, Diners Club had attracted 42,000 members and a few competitors. By 1953, it became the first internationally accepted charge card, according to the company.

But it wasn’t until 1958 that major companies joined the competition. These included American Express, which issued some of the first plastic cards; Bank of America; and Carte Blanche, owned by Hilton Hotels.

Competition heats up

Among the many of credit cards launched in 1958, Bank of America’s was the most innovative. The Diners Club and other cards were only accepted at restaurants and travel and entertainment outlets. But the new “BankAmericard” was accepted by several different types of merchants, although it was limited to California at first. It also allowed some customers to revolve balances, a novelty at the time, according to Evans and Schmalensee.

Bank of America introduced the card with an unforgettable — and incredibly expensive — publicity stunt: It mailed 60,000 already-activated BankAmericard credit cards to its customers in Fresno, California.

Known in the industry as the “Fresno drop,” this mass mailing resulted in widespread fraud and delinquencies that cost the bank millions. Despite the losses, the issuer offered the same card to the rest of its California customers the following year. In 1961, the card generated its first operating profit, according to Evans and Schmalensee.

Card networks spur growth

In 1966, BankAmericard began licensing its cards to banks in other states to scale its business. This allowed out-of-state banks to issue cards that were accepted by merchants that took BankAmericard. In the same year, a separate group of California banks started the Interbank Card Association, working together to manage issuer-merchant transactions.

In time, these organizations evolved into two nationwide networks. They now effectively act as middlemen between issuers and merchants, ensuring transactions are legitimate before they get through and working with the merchant banks to complete transactions:

• BankAmericard eventually became Visa, which then spun off from Bank of America. (The bank has since revived the BankAmericard name for its credit cards.)
• ICA gained more member banks and changed its name to MasterCharge, which later became MasterCard.

These networks competed for issuers’ attention while expanding their merchant acceptance.

In the 1970s and ’80s, it made sense to choose a card based on network, since the logo on your card affected where it might be accepted. But as merchant acceptance for both networks became ubiquitous, issuers began adding new perks to their cards to compete.

In 1986, Sears introduced the Discover card, which offered consumers a small rebate on all their purchases, making it one of the first cash-back cards in the U.S. Competition exploded. Issuers that had previously relied on their networks’ brands to promote their cards began offering sign-up bonuses, frequent flier miles, low-interest periods and other enticements.

Regulations catch up

As the credit card industry grew from thousands of cardholders to millions, even some of the most fundamental rules of how credit worked — say, what a credit card’s interest rate actually meant — remained murky.

“In the wonderland of credit … the consumer is almost never told of the cost of debt in terms of true annual interest,” author Hillel Black wrote in the 1961 book “Buy Now, Pay Later.” Lenders used several different methods of calculating interest, some of which disguised exorbitant rates. Some quoted monthly interest rates, while others used annual rates.

Other problems became apparent. Many cardholders were dogged by fraudulent charges on their accounts, for example. Women generally couldn’t qualify for a credit card without a male co-signer. Credit card disclosures remained minimal.

Lawmakers stepped in, but not quickly. In 1968, the Truth in Lending Act — part of the Consumer Credit Protection Act — standardized methods of calculating annual percentage rates, or APRs. But Congress passed the law only after studying the issue for eight years, according to a 1971 article in The Journal of Consumer Affairs.

Throughout the 1970s, more consumer protections were added under the Consumer Credit Protection Act. It became illegal to discriminate against credit card applicants because of sex, marital status, race or other reasons. Cardholders’ liability for fraudulent charges was limited. Better disclosures were required.

As the credit card industry rapidly evolved, many of these laws were amended to keep pace with current practices. The Card Act of 2009, for example, added to disclosure requirements that already existed and added more restrictions to the Truth in Lending Act, among other improvements.

Mobile payments and beyond

Today, credit cards are becoming more about credit and less about cards.

Instead of using plastic cards, many consumers are using their smartphones. About 3 in 4 consumers with a debit card or checking account and a smartphone have made a mobile payment at least once in the past 12 months, according to a 2021 study from First Annapolis Consulting. Many more are using credit cards to make purchases online, without ever dipping or swiping their cards.

Did McNamara see this coming? Probably not. Before selling his equity in Diners Club in 1952, he predicted the company would “’peter out at 250,000 members, last for a while, then disappear like the zoot suit,’” according to Simmons.

More than 60 years later, Diners Club — now part of Discover soon to be owned by Capital One — is still around, and the industry it inspired continues to grow.

Happy Selling,

David

We have all seen those commercials on TV for products that are supposed to change your life. They offer an extra incentive if you Act Now.

They are creating urgency for you not to procrastinate because if you don’t do it now, it’s more likely that you will never do it at all.

When it comes to achieving goals, the best time to start is right now! Whatever your goals are, if you are truly serious about them, you must take the first step immediately.

In today’s world, we live in a fast pace environment in which we have a drive-through mentality. We want it, and we want it right now. Whether the goal is to get fit, be super successful in business or learn a foreign language, the final result seems distant and big. Immediately, our brain goes into procrastination mode. Many people will deal with something that’s unimportant first and then, when everything is out of the way, they will go for that goal.

The problem is, they never get to it. Procrastination is the killer of dreams.

  Whatever your goals are, it’s important to make the decision to act on them immediately. Goals are important but you need to have a deep-seated WHY you are doing what you are doing. It must be a burning desire and determination. Your attitude should be. “I’m doing this, no matter what! Nothing is going to stop me or get in my way.” When you write out your goals, also write out the benefits that you will receive once you achieve them. This will give you the motivation to go out and make it happen. Break that big goal into small enough tasks so that you can do them even when you don’t feel motivated.

Now repeat after me “No more procrastination, I am acting on this right now, right here, right where I am.”  

Make the decision to get rid of all the excuses like “I’m not ready, I need more training, I don’t know what I’m doing yet.” Whether you feel you are ready or not, it does not matter. The only way that you are going to excel at something and achieve your goals is to get out there and do it right now. Figure out the first step and just do it. You may need to make the first step you take a small one, that’s OK. Make the step as small as you need it to be to ensure that you will do it. Write down the thing that you will do right now and simply do it.

I’ve heard many people say “If you believe it, you can achieve it.” That may be true, but it’s not enough. ACTION is the foundational key to success. By acting right now, you will start to build momentum. Once you’ve taken that first step, make sure you know what the next step is and make a decision to take it. Keep moving and keep marching forward. If you want success, you have to take massive, determined actions.

Success is going to take a big commitment. You must commit to action every single day. You have to be relentless. By doing this, the actions that you take will become a routine habit. When you have a habit, you don’t even think about it anymore. This is part of your life. This is something that you do daily.

 The extra effort will also bring you to an even higher level. The difference between mediocrity and success is an extra 10% effort. Whatever it might be, when you’re close to finishing or you’re feeling tired, put 10% more into it. Keep stretching yourself and you will grow.

Your goals and dreams can come true. It’s entirely up to you. No more procrastinating! You have incredible opportunities in front of you. They are life-changing and you can live the life of your dreams. There are no secret formulas. All you have to do is want it badly and then make the decision to go out and get it. Incredible opportunities are waiting. ACT NOW!

Happy Selling,

David

It was Larry the Cable Guy, a redneck comedian, who made the expression famous. But he said it more like Git-er done. It’s meaning is simple. It means “get the job done.

There is work you need to do, but you resist that work. You know you need to do this work, how to do this work, the importance of doing it, and when it needs to be done. Yet, that work sits, not yet started and nowhere near finished, the source of your procrastination unknown and unresolved.

There are a number of sources of procrastination that, once identified, can be overcome.

Comfort: It is easy to seek comfort over work. Work requires that you lean in, giving what needs to be done your focus and energy. Comfort doesn’t require the same focus or energy. Comfort allows you to lean back and watch Netflix, to be still and passive instead of creating movement and proactivity. Comfort is warm, easy, and seductive. Unless you give yourself over to it, your work may not be any of these.

Entertaining Distractions: You live in an age of infinite distractions, the smallest and largest of which lives in your left hand or your pocket. In any case, it is never more than a few feet away from you. You have news, television, radio, movies, magazines, video games, the internet, cameras, video cameras, online shopping, and countless other distractions vying for your attention. Then there are text messages, emails, phone calls, and notifications. Distractions provide entertainment and escapism, making them something easier than work.

Conflict: You may avoid some of the work that you need to do because you have conflicts around that work. Is it the right work for you to do? Is it something that you should have said no to when asked? Is it something you believe should not be done or should be done some other way? These conflicts can be the root cause of procrastination.

Fear: When work is creative in nature and opens you up to being judged by others, the fear of that judgment can be the source of your procrastination. If the work is great, some may still be critical. If the work is poor, some will still find it valuable. Procrastination prevents you from acting and sharing your gift with the world, making the unattainable goal of perfection so far out of reach so as to make it difficult to start.

For whatever reason, by allowing what most needs to be done to go undone, you move the results you need to produce further away from you, shorten the time you have to do the work, and increase the stress-and the eventual negative consequences of not having done it.

What most needs done is what you most resist. Understand why you resist and say it with me …. Git’er Done!.

Happy Selling,

David

I hate talking about negative subjects, but it’s time to call it out. I’m going to list the top ten reasons why salespeople fail. Now, it’s not that salespeople fail on all ten of them, but all it takes is one or two. This post is to help you steer clear of these ten mistakes, because I want you to be successful. 

So in true David Letterman fashion, from the home office in

Center of the World, Ohio.

Here are the Top 10 Reasons why salespeople fail…

10. Poor time management

Salespeople who don’t use their time well, or take all day to get going, get knocked out of sales. They spend all their time doing everything except what they’re supposed to be doing. This not only knocks people out of sales, but out of so many other positions and really achieving the success that’s possible in life. 

9. Too product focused

Sure, they’ve got all this product knowledge, but that’s all they want to focus on product knowledge. Customers don’t want a product. They want solutions. If you’re too product-focused, you’ll never take time to listen to the outcomes that the customer is looking for. 

8. Not knowing the customer

Treating every customer as a random email or a random phone call is not going to work. You’re going to become defeated very quickly, and it’s going to get boring.  Take some time to understand who the customer is so you can ask better questions and have better dialogue.

7. Lack of a repetitive process 

You’ve got to be able to do it over and over and over again. Think about things in your life: you get dressed in the morning, you have a very set routine, and it goes smoothly. If you don’t have that routine, it’s amazing how awkward it can be. Similarly, lack of a repetitive process slows down everything. For example, prospects that you don’t follow up on properly. 

6. Failing to use a CRM system

Don’t think that you can do this job without your CRM system or just barely putting in any information at all. Instead, use it to the fullest because it’s there to guide you and help you. 

5. Having a poor mindset

Having a poor mindset defeats anybody. Once you start falling down, you can quickly go into a death spiral. This is why I say that to help you with a poor mindset, You’ve got to have peers that you can reach out to and connect with that are challenging you, and you’re challenging them. Sales is not a solo activity. Sales is a team sport, and that’s the only way you’re going to make sure that you have a positive mindset. 

4. Not believing in the outcome

You don’t have to believe in your product, but you do have to believe in the outcome, sound familiar? You have to believe in the outcome that you can truly help people see and achieve what they didn’t think was possible.  If you don’t believe in that, then why are you selling? Get out of sales right now. 

3. Chasing shiny objects 

This is like chasing the squirrel. “Wow, this is a cool idea. If I get really good at this, I’ll be really successful in sales.” And then, they spend the next two, three weeks chasing that, and it doesn’t work. Or, “Here’s a great customer. I’m going to go do this. It’s going to be my multimillion dollar deal.” Boom, and it doesn’t work. You’ve got to stay focused.

2. Lack of a positive peer group

I call this out very succinctly because I’ve watched salespeople who do not have a positive peer group, and it’s hard for them to stay in the game.  A rising tide lifts all boats. Who is lifting you up? 

And the #1 Reason Why Salespeople fail is …. 

1. Having goals, but no plan. 

Anybody can make goals. But what’s your plan to achieve them? If you don’t have a plan to achieve your goals, your goals are just dreams.

There you have this weeks Top list. How many of these reasons to fail do you make?

Have a great weekend,

David