Author: David Matney

There is an opening pitch which works every single time, I mean every time like yesterday worked! 

The right opening pitch is probably the most difficult thing for sales people to create and implement.  A lot of time, effort, strategy, and unfortunately, in many cases, dishonesty and lying go into the opening pitch.  To grab the attention of prospects is really a challenge. 

Here are three elements of an opening pitch which always works – every single time.  These elements all come from the foundation of giving honest information about your business.

#1.  “HONESTY” – Be honest about yourself and your business.  A question I hear all the time from new sales people is, “David, I’m brand new to the industry.  What do I say to people?”  My response, “Say you are brand new to the industry.”  They fear this would make them appear ignorant or not legitimate.  My response to that fear is to assure new sales people they ARE ignorant; they WON’T know what they’re talking about.  Don’t try to trick merchants.  Tell them you are just starting a business.  At one time they started a business!  Merchants can relate to someone being honest about that.

Your goal the first few days should be to walk into twenty or thirty businesses per day.  Say to merchants, “Hi.  My name is ______ _______.  I just started a business here in town.  My office is located _______.  The reason I’m stopping by today is to do some market research.  I’m interested in offering several products and services in the payment space.  I’m curious who you currently use for your credit card processing.  I’d like to know a little more about the market I’m getting into.  I’m sure you had a struggle when you started your business deciding what to do first.  I’m in that research stage right now.  If you don’t mind, I’d really like to know a little bit more about payment processing and what you are doing right now.”  Merchants understand that; they are going to share information with you.  That’s an honest pitch – honesty about your business.  

Perhaps you are like me in that you’ve been part of the payment processing industry “forever.”  Here is my opening when I walk into a business,  “Hi.  My name is David Matney.  I’ve got a business here in town.  I’m closing in on 15 years I’ve been doing credit card processing in this area.  I’m really excited to meet you.  I’ve never been here before and appreciate your time to meet with me.  Tell me about your processing; who are you using today?”  Using an honest pitch is the first point.  Be honest about your business and yourself.

#2.  “HONEST INFORMATION.”  Share information about how long you’ve been in business and who else you take care of in the area.  Say, “Hey, I wanted to stop by today.  I do the credit card processing for so and so.”  Here is a tip to help jumpstart your business:  get the keystone accounts in your area.

 If there are two or three businesses in your area which are well known, visit and be totally honest with them.  I did this early in my business.  You could say, “I’m going to be really honest with you.  I just got into this business.  I do have an experienced processor on whom I’m leaning heavily to make sure I do everything correctly.  Here is the bottom line. 

I will be willing to do your processing at almost cost because I want to be able to tell everybody in the area that you process with me.  This is your opportunity to take advantage of someone to save you money!”  You may think merchants would never go for that, but they will ask you to tell them more.  Then you say, “The key is you can’t tell anybody else what you pay.  I’ll prepare a proposal for you and guarantee to save you tons of money.  I literally am not trying to make money on this account.  I need the reputation.  I’m not putting you in a bad spot or giving you any risk.  There is a huge processor behind me.  [Give your processor’s name and a contact.]  Since I’m new, they’re helping me every step to make sure this is a smooth process.  You’ll be getting an amazing deal in credit card processing because I want to tell everybody I process for you.”  That’s a great pitch which might give you $50 or $100 a month even if you give them a really good price.  It’s an honest pitch.  Give honest information!

#3.  YOUR BUSINESS.  Treat your business like a business.  When you talk about your business, don’t talk about you.  You are not the business.  Someone who owns a pizza shop doesn’t say, “I’m a pizza shop company.”  No, the owner says, “I have a pizza shop company called Isbey’s Pizza over on 5th Avenue.”  Likewise, you should say, “I just started a business.  My office is located ______.”  [Either get an office or have a home office.]  Talk about your business.  Have a vision.  Expect to grow and hire people.  You are a business.  Talking about your business will connect with other small business owners.

Pitch this way and I promise you it will work! 

Happy Selling,

David 

You don’t have anything to close until you prospect. 

I see too many salespeople simply taking orders. They wait for the business to come to them.

I want to show you the seven Cs of Successful sales prospecting.

If you were making a cake, but you left out a critical ingredient, would the cake turn out? No, it would not.  You have to have every component to make it happen.

 Prospecting successfully means that you have mastered all seven of these:

1. Clarity

You have to have clarity of what you’re selling. Do you have clarity around your value prop? And is your value prop truly outcome-focused, or is it just feature-driven?

Do you have clarity around who your ideal customer is? If you don’t have clarity around who your customer is, what you sell and why you sell, everything else is totally irrelevant. 

2. Consistency

You’ve got to be able to stay in the game, and that includes follow up. 

I’ve had prospects that I have talked to twenty, thirty times before they’ve ultimately become a customer. 

Consistency is also about how you use your time. The most successful salespeople are the ones who have a very set routine and they never deviate from it. 

3. Credibility

Your reputation arrives before you do, as does that of your company. This is why companies spend so much money on marketing. 

Spending time on social media can help create that level of credibility where people know who you are. I’m not saying to become obsessed with social media. However, credibility comes out through the relationships you cultivate, and some of those can grow online.

4. Confidence

This is not just you being confident, but the customer being confident, too. 

First of all, confidence is not to be confused with having an ego. I want you to be confident in your ability to dialogue with the customer, to help the customer see and achieve what they didn’t think was possible. By the way, when you demonstrate a level of confidence with the customer in terms of what questions to ask, it’s amazing how they in turn will have confidence in you. 

Does any customer ever want to do business with a salesperson that’s not confident? No, they don’t. 

Confidence is the separating factor. If the customer doesn’t have confidence in the solution, they’re certainly not going to pay a price. So if you ever want to expect to make profit, confidence has to be a key critical aspect. 

5. Communication

We have to communicate at the level and the tempo that the customer is looking for. That means we also have to use different communication types. In other words, we may prefer email. They may prefer the a phone call or text messaging. We have to become masters in each one. 

6. Connection

Without connections, who are you selling to? Nobody. Connection really comes down to your prospecting process. What does your referral process look like? How do you stay in touch with customers, or others who can refer you? Do you keep subject matter experts and other people in your company at your disposal so you can utilize them with customers? 

7. Conversion 

Notice didn’t say close; I hate the word close because a close is an ending. The only good sale is one that leads to the next sale. That’s why I love to say convert.

My objective is to convert you into a raving fan. Yes, I want to help you achieve this outcome, but I’m truly converting you to where you’ll buy even more from me. Plus you’ll refer me to others in your space!

Use these 7 C’s out in the field and close more deals.

Happy Selling,

David

The last days of the month in the sales world is not just a mere tick on the calendar. It’s a grand finale, an opportunity to sprint towards your targets and leave no stone unturned in the pursuit of success. This month you have an extra day to close a couple more deals.

As a salesperson, these days holds the power to turn quotas into conquests, dreams into realities, and potential into profit. In today’s post, we’ll explore a myriad of activities that can help you maximize your efforts on the final days of the month and propel yourself to new heights in your sales career.

1. Review and Strategize: The Morning Ritual of Champions

On the last days of a month, start each day with a thorough review of your pipeline. Identify deals that are on the verge of closure and prioritize them. Analyze the status of each deal, understanding the potential roadblocks and strategize on overcoming them. This proactive approach will not only give you a clear roadmap for the days ahead but also boost your confidence and focus.

“Success is no accident. It is hard work, perseverance, learning, studying, sacrifice, and most of all, love of what you are doing or learning to do.” – Pelé

1. Leverage Urgency: Limited-Time Offers and Incentives

Create a sense of urgency by offering limited-time promotions or discounts to potential clients. Human psychology tends to respond well to scarcity, and the last days of the month is the perfect occasion to capitalize on this. Your prospects are more likely to act swiftly when they know they have a limited window to avail themselves of a special deal.

“Opportunities don’t happen. You create them.” - Chris Grosser

2. Effective Communication: The Art of Persuasion

The last days of the month demands impeccable communication skills. Reach out to your prospects with a personalized touch, emphasizing the benefits of your product or service. Craft compelling messages that resonate with their needs and clearly articulate the value you bring to the table. Timely and persuasive communication can be the key to unlocking closed deals.

“The art of communication is the language of leadership.” – James Humes

3. Utilize Technology: CRM Optimization

Leverage the power of technology to optimize your Customer Relationship Management (CRM) system. Ensure that all your data is up-to-date and accurate. Use the CRM analytics to identify the most promising leads and allocate your resources accordingly. A well-organized CRM system can significantly enhance your efficiency on the last days of the month.

“Technology is best when it brings people together.” – Matt Mullenweg

4. Team Collaboration: Rally for Victory

Sales is not a solo sport; it’s a team effort. On the last daysof the month, foster a sense of camaraderie within your sales team. Share insights, strategies, and success stories. Collaborate on closing deals and provide mutual support. A motivated and united team is not only more productive but also more likely to achieve extraordinary results.

“Alone, we can do so little; together, we can do so much.” – Helen Keller

5. In-Person Meetings: The Power of Face-to-Fac

If possible, always schedule in-person meetings with potential clients. Face-to-face interactions can build trust and rapport more effectively than virtual communication. Use this last opportunity to connect on a personal level, understand their concerns, and address any objections they may have. A handshake and a genuine smile can make a lasting impression.

“People do business with people they know, like, and trust.” – Bob Burg

6. Upsell and Cross-Sell: Maximize Every Opportunity

The last days of the month is not just about closing existing deals; it’s also about maximizing the value of each transaction. Identify opportunities for upselling or cross-selling complementary products or services. Your clients might be open to enhancing their purchase if they see added value. Gift cards, online ordering, social media marketing.

“Your work is going to fill a large part of your life, and the only way to be truly satisfied is to do what you believe is great work. And the only way to do great work is to love what you do.” – Steve Jobs

7. Overcome Objections: Turning ‘No’ into ‘Yes’

Anticipate objections and prepare effective responses. On the last day of the month, be ready to address any concerns or hesitations your prospects may have. Turn objections into opportunities by demonstrating the unique value proposition of your product or service. A well-handled objection can be the turning point in closing a deal.

Motivational Quote: “Obstacles don’t have to stop you. If you run into a wall, don’t turn around and give up. Figure out how to climb it, go through it, or work around it.” – Michael Jordan

8.Celebrate Small Wins: Momentum Matters

As you progress through the day, celebrate small wins. Closing a deal, no matter how small, generates momentum and positivity. Acknowledge and appreciate the efforts of your team and yourself. Small victories build confidence and drive, propelling you towards more significant successes.

Motivational Quote: “Success is not final, failure is not fatal: It is the courage to continue that counts.” – Winston Churchill

9. Stay Resilient: The Closing Bell Mindset

In the final hours of the day, maintain your focus and resilience. Understand that challenges may arise, but it’s your response that defines your success. Stay committed to your goals and push through any obstacles. The last day of the month is not the time to lose sight of your objectives; it’s the time to charge forward with unwavering determination.

“It’s not whether you get knocked down, it’s whether you get up.”

– Vince Lombardi

Top Tips for Last-Days Sales Victory:

1. Plan Ahead: A well-thought-out plan can make a significant difference on the last days of the month. Know your priorities, set achievable goals, and allocate your time and resources strategically.
2. Be Proactive: Anticipate potential challenges and objections. Proactively address them in your communication and be prepared with persuasive responses.
3. Leverage Urgency: Create a sense of urgency through limited-time offers and incentives. Encourage your prospects to act swiftly by highlighting the benefits of closing the deal on the last days of the month.
4. Team Collaboration: Foster a collaborative and supportive team environment. Share insights, strategies, and successes to motivate and uplift the entire team towards achieving collective goals.
5. Celebrate Success: Acknowledge and celebrate small victories throughout the day. Positive reinforcement not only boosts morale but also fuels the momentum needed for continued success.
6. Maintain Positivity: In the face of challenges, maintain a positive mindset. Your attitude and resilience can be contagious, inspiring both yourself and your team to overcome obstacles.

The last days of the month is not just an end; it’s a new beginning, an opportunity to redefine what’s possible and leave a lasting impact on your sales career.

Embrace the challenges, seize the opportunities, and let the urgency of the moment fuel your determination. With careful planning, effective communication, and a resilient mindset, you can turn the last day of the month into a celebration of triumph and success. Remember, it’s not just about closing deals; it’s about realizing your potential and achieving greatness in the world of sales.

“The only limit to our realization of tomorrow will be our doubts of today.” – Franklin D. Roosevelt

Happy Selling,

David

Being the best salesperson in your group or company requires dedication, focus, and hard work. But being the absolute worst is an accomplishment that anyone can achieve. You have been watching the top-dog like a hawk to learn what it takes to be the best, but have you ever looked at the folks on the bottom? There are many lessons to learn by taking a good & long look at the ones bringing up the rear. Every sales team has that one guy or gal who never gets their act together. But just as success requires habits and leaves clues, so does ineptitude.

From the home office in Scratch Ankle, Alabama

Here are 10 tips to become the caboose of your sales team:

10: Having a Bad Attitude

Rudeness and unprofessional behavior are unacceptable under any circumstances. Yet surprisingly, you will meet some salespeople who act plain rude with leads & clients, as well as their coworkers and leadership in the company. This type of behavior gives the prospect the wrong impression about your company. The potential buyer does not get a proper picture of the offer, as they will probably not even wait for the sales call to end. You will lose many sales like this. Plus being a shithead to the other salespeople on your team will get you no support in your organization.

Do this instead: There is power in being liked. Be yourself, but as the attractive character. The guy 0r gal everyone wants to be around.

9: Being Late to Everything

Being on time is not only important to a customer, but also important to EVERYONE! No one would be happy if their food delivery were late, or the cable guy says he is running 2 hours behind. That would make you angry! The salespeople represent the first contact customers have with your company. First impressions are not set-in stone, but they give a lasting view. Being on time for your appointment is the first chance to make a good impression on the client and increase their confidence in your company.

Do this instead: Use a digital calendar with reminders setup. Integrate this into your email calendar as well.

8: Not Listening to the Customer

In order to present the proper solution to a prospect, you need to listen & observe with great focus so that you pick up on what’s most important to your client. Let them tell their story. Within their narrative you will hear a pain-point, also called the “Hot Button.” Your solution should be geared toward eliminating that pain. If you do not give the potential customer time to explain the problem they are having, then you risk the sale by missing their “hot button.”

Do this instead: Listen with intent, and pickup on what their true pain points are. What solution will relieve the pain.

7: You Are Not Even Trying to Articulate Yourself

Have you ever heard a recording of your sales process? Would you be willing to put $5 on the line for every “Uh…” that was uttered in your sales call? Every salesperson must know how to articulate themselves clearly & confidently. That starts from the greeting, then in qualifying the clients with simple questions. When asked a question by the prospect, your answers should also be clear and concise. If you cannot do this, you come across uneducated on what you’re selling.

Do this instead: Communicate clearly with simple language. Clarity trumps complication every time.

6: Being Rigid & Inflexible

A poor salesperson will force all their clients into the same rigid process each time. Every client has their own style, pace, and tone. A great salesperson should be aware of different personalities and various situations. You must be flexible and able to adapt to different circumstances. It’s great to dial in your presentation to be the same content, but the buyers are rarely the same. Each buyer wants to feel special and expects the salesperson to understand his circumstances. Being unable to match your prospect will cost you many sales.

Do this instead: Adapt to each client’s pace and understanding.

5: Delivering a Poor Pitch

A great way to blow a deal on an interested buyer is to fumble through your presentation. Better yet, you can diminish nearly all your chances by trying to wing it! The presentation may be (or highly likely to be) the first time a prospect will get the full details about your product. If your product is not shown correctly to the customer, he is very unlikely to buy. Practice your presentation over & over until it becomes ingrained in your mind. Use product literature, if possible, to keep you on track.

Do this instead: Have your presentation down cold so you can deliver with confidence, and not get derailed.

4: Talking Only About Price

Poor salespeople will attempt to justify their price, but the most effective way to earn a client is to build value. It is less likely for a deal to close when the salesperson depends on price to close the sales. The prospective buyer will be quick to take advantage when he sees that the deal depends on the cost of the product. The prospect will drive the price as low as they can. The buyer may even hold off, and then not even buy, until they get a deep discount. Relying on price alone is just asking to take a heavy cut in profits in order to close sales.

Do this instead: Build value in your product or service by tying a benefit you offer to a pain-point it solves.

3: Not Asking for the Sale

You cannot get what you don’t ask for. This is a common fault of the salespeople that make up the bottom, but a lethal one. The part of the sale that separates the professional from the amateurs is the close. Getting them to make a buying decision is a result of all the other parts for your sales process falling in line. Many sales have been lost because the salesperson did not know when to close the sale. A good salesperson is in tune with the prospective buyer and knows instinctively when to move to close the sale. If you did all the other parts of your process correctly, you have earned the right to ask for the business. You cannot wait for the client to say, “I’ll take it!” Many times, a simple question is all it takes.

Do this instead: Forget learning 50+ ways to close the sale. Look for a signal that they are digging your product and move them to the next step.

2: Hard Selling and Pressuring the Prospect

A “hard sell” is when salespeople try to push the sale on the prospective customer. Badgering someone to buy your stuff will just give you a poor market reputation. Pressing a buyer will only make them aggressive, and they will try to get rid of that salesperson as soon as possible. It is a proven fact that people love to buy, but nobody likes to be sold. We are in a modern age with choices like we have never had before. The old tricks of sales are very seldom effective. A powerful presentation and asking for sales at the appropriate time is how business is done in the 2020’s.

Do this instead: Make your process as easy as possible, and that will make closing the sale smoother.

And the number 1 HABITS OF THE WORST SALESPEOPLE IS….

1: Never Following Up

You had a great sales call, but they did not buy. If they really wanted your stuff, they would call you back. So, I guess we should never try to talk to them again, right? No! Follow up with the prospect until they tell you not to anymore. I’m not talking about pressuring them. A great salesperson will contact the prospect on a regular basis until they buy or tell him or her to buzz off. Follow up is especially important, and in reality, it’s just good manners. If a salesperson does not know how to properly and professionally follow up, they will end up losing valuable customers and sales. 80% off all sales are closed after the first meeting.

Do this instead: Follow up via text and/or email can be built into your CLIENTVINE CRM. Regular follow ups by phone should be set up as reminders.

Remember to keep things simple and always FOLLOW UP!

Have a great weekend,

David

Master the concept of closing at least three times and close more deals. Use buffer statements so you can close multiple times without making merchants angry, remember we discussed that yesterday, c’mon Shake it Off.

 Learn how to close three or more times without making merchants angry. This one concept distinguishes that 1% of sales professionals who make double or triple the average revenue.

I believe a salesperson should always close at least three times on every single appointment. Here are two prerequisites to that:

1. The merchant has all the needed information [not what the merchant thinks is needed, but what you know is necessary] to make a decision.

2. YOU believe the decision the merchant should make is to go with your services. Have the integrity and transparency to admit it if you know deep down this isn’t the best decision for the merchant.

As long as both those prerequisites are in place, you should always close at least three times.

Salespeople often say, “David, even closing once, they just about kick me out of the store. How could I try to close again after they’ve said ‘NO’?”

What’s missing that would allow more than one close?    (Check out Using Buffer Statements  and Getting Them to Agree) More on this below. 

This will help define you as a Top Salesperson.

Learning to close multiple times without making merchants angry is the definition of top salespeople, in my opinion. I’m referring to the top 1% who have a six- seven-figure income, making $30,000 to $50,000 per MONTH!

I know an independent agent who closed 600 merchant accounts in one year. He had a team which helped with telemarketing, etc. But he closed all those accounts himself. The same agent recently told me he closed at least 300 accounts last year while only working three days per week.

Closing multiple times is the way the top sellers get those numbers. These salespeople want to get the deal. They don’t seem to be closing hard because even the ones they don’t sell are still happy.

Use Buffer Statements

Using buffer statements is the key to closing at least three times without making merchants angry.

Using the permission close, your closing could be, “With your permission, I’d like to go ahead and get the paperwork started and get the ball rolling to move forward.” Then be quiet; see if you get permission.

However, inserting buffer statements before that close is much more powerful and less offensive:

“Mr. Isbey, I want to thank you so much for your time investment today. I know you have a lot to do. I really appreciate your time. I’m very confident in everything we’ve talked about that this is going to be a great value for you. I’m confident we can make this work and give you the value you’re looking for. With all that in mind and with your permission, I’d love to go ahead and take a few notes on the paperwork so we can get the ball rolling.”

Notice the buffer statements used in that close. If you failed to thank the merchant for his time, you are losing many sales! Some of you go through your entire presentation and even the close without thanking the merchant!!! I can’t believe that. Thanking the merchant generates great positive momentum.

If I have a prescheduled appointment, thanking the merchant is usually the first thing I do.

“Thanks so much for agreeing to meet with me. I’m a local business owner just like you and am busy just like you. I know how hard it is to carve out even 15 minutes to talk to someone. I really appreciate that. I want you to know I’m definitely using the time wisely today, so let’s jump in.”

As you move toward close, thank merchants again. They’ve actually given you their time. Leverage that positive momentum.

Sales Psychology

Here is some deep sales psychology that may help you. Saying “no” takes a little of the energy of the day out of a person. Saying “no” is hard – harder for some people than others. I know some people who can’t say “no” to anyone. But others can say “no” more easily.

Business owners are also like that. Saying “no” is much harder if you really like the person. The owner realizes that saying “no” will damage or lessen the connection established with that person.

Saying “NO” to someone you don’t like is not as difficult. Become a person merchants like; they’ll have a much harder time saying “no” to you.

After your first close, the prospect may say, “I need to think about it.” That’s the time to use a buffer statement,

“I certainly understand where you’re coming from. Let me just say I would never want you to make a decision with which you’re uncomfortable. Let me just throw one other thing out real quick.”

That usually encourages merchants to express the real reason for delay. They might say, “I need to check with my business partner,” etc.

Another Close

Use the buffer statements to make merchants think you’re done. Then remember something else. (The proper tone of voice for this is vital.)

“That’s a really valid reason. I totally get where you’re coming from with that. I believe you’re wise to think along those lines. I definitely want to follow up with you. How about we set a time on Thursday at 4:00 o’clock? [Remember something else.] You know what, though – one thing I just thought of. If I was able to do _____, would that make you feel a bit more comfortable about moving forward? Just a thought?”

Practice these concepts in the field. Take time to be accustomed to them and get good at using them.

Then you’ll be at the top of your game.

Happy Selling,

David

You can’t prospect for very long without having an unpleasant experience.

Somebody’s going to be upset at you walking in and disturbing their day, and if you take it personally, it’s going to wear you down. You have the potential to help people, so don’t let one or two negative interaction get in your way.

Right place, wrong time.

Here’s the way I look at prospecting: if somebody gets upset, it’s a little bit like you’re driving a car, the light is green and you proceed through the intersection. A car coming from the cross street runs the red light and T-bones you, bam. You’re totally in the right, the other person was in the wrong, but you know what? It happened.

You and I have no idea what’s going on in that person’s life. That person that “ran that red light,” may be racing to get to the hospital, or they may just be clueless. Who knows? But chances are, 99% of the time when people get upset with a salesperson who calls them, it’s because of something that happened before that call and all they’re doing is taking out their aggression on you. Unfortunately, I’ve done this in my own life, have you?

Shake it off.

When somebody gets upset at you, you just move on.

If you do take it personally, you’re going to hyperventilate and not make the next call. But if you don’t take it personally, you just shrug it off. You blow it off and you make the next call.

I want you to be excited about making prospecting calls because you’re helping people—not dreading it. You have the potential to help people, and you’re excited because you never know when the next sale is going to happen. But more importantly, you just have to accept that whatever happens is okay.

It’s not about you.

It’s not about you on the prospecting call. It’s about the prospect.

The prospecting call you’re making is to get the customer talking. I treat the prospect as if they’re a bobblehead doll. My job is to just tap the top of their head. When I tap the top of their head, it gets moving. That’s how I engage you.

Some people take the rejection personally.  We’re told this personal rejection is the bad part of sales.  It makes me laugh.  How could it be personal?  The prospects don’t know us.  They are refusing your offers to sell, not you.  Maybe if they knew you better they would reject you.  There are those people that brighten a room when they leave.  However, that’s not you. If your spouse asks for a divorce, that’s personal rejection.  If your private club asks you to leave and never return, that’s personal rejection.  If you ever feel personally rejected by a prospect, remind yourself that “My prospect doesn’t know me.  How could the rejection be personal?”

Remember, rejection is rarely personal.  Rejection is just part of the process.  When you get rejected you break even and shake it off. Now what’s so tough about that?

Happy Selling,

David

Today I want to talk about selling different types of prospects. Here is a misconception salespeople have. 

Sales people think that every sale they make is the same. In other words all they have to figure out is their pitch. Once they have their pitch down they are going to be able to sale anybody. Well that is actually not true. Sorry to burst your bubble if you thought you had the perfect pitch. 

The problem is a pitch may work well with one person, but will not work well with a different person. So one thing I want to encourage you to do. Especially those of you who are a little more advanced, maybe you are already making a few sales a month and you want to get to 20 sales a month, learn to match your prospect. Here are three different types of prospects:

1. The enthusiastic, loud or outgoing prospect

Sometimes you walk into the business and have someone who is enthusiastic and loud. With that type of business owner you need to be outgoing. You need to be excited. If you are immediately stepping back and acting timid, they are going to think, “Who is this person. I don’t want to deal with them.” Instead you have to walk in and say, “Hey, I am doing great! It is great to meet you. I am a local business owner just like you. How long have you guys been here?” Jump right into a active conversation.

2. The quiet, timid, or monotone prospect

On the flip side you might have someone who is really quiet and they speak in a monotone voice. Now to that person you are going to say something like, “Hi, I just stopped by today because I really just wanted to introduce myself. I am a local business owner. We have our business just downtown here in Altoona. How long have you guys been in business here?” Have that measured tone to your voice in this situation. If they like to talk, talk about something. Talk about things in the local community. Try to find things that are not argumentative. Maybe things like the local sports team. Local things that are non-partisan. Things that are not religious in nature. Things that are not going to cause something like a big argument. Have a conversation with them and talk to them a little bit, then move over to what you are trying to sell them.

3. The non-talkative, go-getter, or goal-oriented prospect

You also have people that don’t want to talk. These are people that are your “go-getters.”  That’s how I am. If you are a sales person and you come to try and sell me at my office, I would want you to tell me what you wanted and I would probably spend about five minutes with you. Then I would make a decision if I would want to meet with you again or not. That’s how I am at work. A lot of business owners are like. For those people they hate someone coming and talking slow. Mr. Jones is thinking, “Oh, my goodness, I have things to do…”

I will give you one of my personal sales stories and I will finish up. Probably one of the first big sales I made was with a guy that had  a few BBQ shops and I sold both his locations. I walked into his BBQ shop at about 8:30 in the morning.  He was there and a few of his employees were there. They were getting ready for the day, they were not open for business but the door was unlocked. So I walked in and as soon as I did he turns around and looks at me and says, “What do you want?” I said, “I want to do your credit card processing guy.” He said, “What are your rates?” I said, “Cheaper than yours.” He looked at me and said, “Alright, what can you do?” I  told him I needed a credit card statement and he said he didn’t have one handy. I asked him if he could get me one later in the week to which he told me to come back Thursday. I said, “Alright, I will be here Thursday at 10:30 am.” I left. I was probably only there for about 2 minutes. Came back Thursday morning walked in at 10:30am on the dot. He handed me a statement and said go see what you can do and come back. I was there for another 2 minutes. I got the analysis I came back and we sat down at a table. He was a little more relaxed then and I said, “Here is what I can do for you.” The whole style of the sale was really straight to the point. I said, “I am going to save you this much money.” What questions do you have for me? I let him be in control. (Ask business owners what questions they have and let them be in control of the conversation.) They like that control.

So the idea I want to give you today is if you are doing pretty good with sales and have your opening pitch down, start matching your prospects. This will definitely have a big impact on your sales.

Happy Selling,

David

Let’s get this out-of-the-way right now! On the road to success, you will have to face difficulties and challenges. Some of the challenges are very large and some are minor. Unfortunately, many make the minor challenges seem a lot bigger than they really are. This leads them to getting in the habit of complaining.

Most people complain when they feel that there is a significant gap between an expectation and reality. Complaints can make people feel like they connect with someone because they have a mutual dissatisfaction about something. The problem is, far too many people confuse complaining with venting.

All of us know people who complain all the time. It’s easier for them to complain than to be positive. The truth is most people do not want to be around those type of people, unless they are complainers themselves.

It’s important to remember that nobody said that life was going to be fair. No one owes you anything. Your successes and your failures are on you and what you do. No matter what we go through, success is still available. You have to make the decision to go out and get it.

We have an incredible power within us. It’s called ”the power to choose”. Complaining about something not going your way will change nothing. If you don’t like where you’re at, change something. If you don’t like your appearance, change something. If you’re tired of being in debt, change your behavior about money. If you find yourself feeling miserable, change something. Nothing will change until you change something. You have that power.

You are in control. You are in control of how you feel and you are in control on how you can improve your future. It’s all about making daily changes. You have to make daily improvements to make your life better. This is truly all up to you.

You may have dreams to change the world, but you can’t change the world until you change yourself. If you want to be better in your life, you will have to make changes. The good news is that you are in complete control of that.

Take inventory of the things that you may not like about where you are right now. While doing that, have a positive outlook knowing exactly where you are headed. You must know that you are going to make the changes needed to take your life where you want to take it. What are the big decisions you must make right now so you can be super excited about your future? Once you have that figured out, make the choice to make those changes.

It’s a personal decision to stop complaining, including about yourself. Make the decision to make wonderful improvements going forward. You are amazing and you truly matter. There is a wonderful plan for your life. You just have to make the decision to go out and achieve your dreams. You can do this.

Remember that your past does not equal your future. Don’t carry any hurt or resentment from the past. It’s time to let it go and get excited about your future. No complaints. Just move ahead with an optimistic attitude.

If you have found yourself complaining too much, today is your day to change that. Live with an attitude of gratitude. You have amazing opportunities right in front of you. It’s time for you to live the life of your dreams, the life that you deserve. Now go out there and make a difference!

Happy Selling,

David

Prospecting is a game that too many salespeople have already lost because they’re mentally unprepared.

I want you to be successful at prospecting, and I’m going to tell you the top ten things to get your head in the game. 

So in true David letterman fashion, from the Home office in 

Prospect, Connecticut, 

Here are the Top 10 Reasons Why Prospecting Is a Mental Game

10. Prep the day before.

You can’t go into anything mentally prepared if you have no idea what you’re getting into. 

– Who are the contacts I’m going to be calling?
– What are my expectations? 

If you wait till that morning, you’re going to waste so much valuable time just getting ready.

9. Set the expectations.

It’s not your job to do the impossible. Prospecting is one step at a time, and you have to be mentally prepared for the long haul. You’re not going to make a couple phone calls and suddenly business is just falling into your lap. It’s going to take time. Set some expectations to prepare your mindset.

8. Immerse yourself. 

If you want to become good at anything, you have to do it. You’ve got to set yourself up for really learning and studying the craft. If you want to become good at it, you’ve got to watch, learn, and listen from those who are good. Investing in yourself is more than just dollars, it’s also taking the time to read/listen and apply knowledge. To sign up for FREE training CLICK HERE

7. Set daily and hourly goals. 

If you don’t know where you’re going, how will you know when you get there? I love setting daily and hourly goals such as,  “During this hour, I’m going to achieve x.” Set yourself daily goals that you can accomplish. Here’s what I’ve found, success creates success. Achieving these smaller goals propels you forward. 

6. Expect success.

If you go in to prospecting thinking, “Nothing’s going to happen here,” nothing will happen, I guarantee it. But if you go in with an expectation of success, it is amazing how much better you’ll listen. That’s right, you’ll listen better, hear more things, find opportunities. If I put two people in a room: one with a great attitude expecting success, and one a negative Nelly, and I give them the same list, guess what? The negative Nelly will come out of it with zero, and the person who has that success mindset is going to come out of it ahead.

5. Know your contact. Check out Lead Dump Here

The days of just randomly grabbing a phone book and calling people are gone. Okay, now there are some companies out there who still are just given lists. I get that, but that’s becoming a smaller and smaller field all the time. You may not know your contact personally, but do know the industry they’re in. Sure, you may not have had time to do a deep dive into their website, their company, and their personal profiles every time.  But any amount of background knowledge gives you a greater level of confidence. Remember, confidence makes you listen better.

4. Know your outcome.

If you don’t know the outcomes your customers achieve, you’re too focused on the product. Don’t sell the product. Sell the outcome.  When you sell the outcome, the customer is going to understand the value you offer much better and much faster.

3. Play the long game.

Prospecting is not something you do one hour a month. “Well, I tried it for a couple days, it didn’t work, so I guess I can’t prospect.” Nope. 

Mentally prepare yourself that it is going to take time to fill your pipeline. 

2. Remove the negativity.

If you have negative people that you hang out with, you can’t afford it. There may be news sites, things that you listen to, watch, or read that are negative. Get them out because it’s amazing how it eats away at your mindset.  Prospecting is already tough enough. But when you have the right mental outlook, it’s amazing how much easier it is.

And the #1 Prospecting is a Mental Game is…. 

1. You need a support person. 

You need a champion, an accountability partner, somebody who can come alongside you.  If you are looking for somebody like that, reach out to me because I have some ways to match people up. Reach out and grab me on that!

Have a great weekend,

David

 

Too many salespeople look at prospecting as a solution.

In other words, a solution they only do when they don’t have enough in their pipeline, when all other attempts to sell have failed, or when it doesn’t look like they’re going to make their number.  It’s a solution when they’re absolutely desperate. That is the wrong attitude about prospecting.

Prospecting is an activity you have to do with repetition.

Repetition brings exposure. Unless the prospect sees you enough, let me repeat, unless the prospect sees you enough they’re not going to engage with you.

Oftentimes salespeople throw out a whole bunch of cold call, text & emails—hundreds and thousands of them, get one or two bites, and then run with it and forget about all the others. They never come back to them. Let’s say you’ve qualified your leads, you know they’re good leads, but they’re not engaging with you. You haven’t been repetitive enough in reaching out to them, whether that be in person (to start) phone call, email, text messaging, social media, or a combination thereof. They must know who you are and what you do.

It takes time to see a difference.

Are you a person that exercises? Let’s say you go to the gym every day for a week or two, and you really don’t see any difference. You might start to feel a difference, but you really don’t see one.  It isn’t until you are routinely doing it day in and day out for a long period of time that you begin to see the results.

Similarly in prospecting, you want to be doing this as an activity, and that actually means fewer prospects than you realize— but it’s repetitive.  It’s over and over and over again, but never with the same message. Every message must be different. Follow Up is the life blood.

More prospects won’t solve your problem.

When I work with salespeople who are struggling with getting prospects, I always say, “Let’s take a look at the CRM system. Or, let’s look at your cadence. Let’s look at what you’ve been doing.” And you know what? 95% of the time, it’s not there.

They have not been reaching out. In the majority of these situations, they’ve had no repetition.

You see, this is why I say prospecting is an activity.  This is also why I don’t think that you can prospect 500 people. At one time, I was working with some reps dealing with very large accounts, and each of them had 20-30 accounts, and they were thinking, “I need another 50, 75, 100 accounts.” No, you don’t. You have more than enough right there. Your solution to prospecting cannot be to just get a boatload more prospects. That’s a big fat mistake. Work and nurture your leads.

Today, this weekend make some time to update your CRM and prepare a plan to nurture and close those leads.

Happy Selling,

David