Author: David Matney

Are you dealing with some pretty flabby prospecting muscles? 

Prospecting is a muscle, and it has to be exercised daily. 

Recently I found myself not going to the gym for a couple weeks, and man, I was getting stiff. when I finally went it was ugly; it took me a couple of days to get back in the groove. It’s exactly the same with prospecting. 

Too many times we get caught up, or we think we just don’t have time to prospect. Then the prospecting muscle gets flabby.

Prospecting must be done daily. 

I know when I work out daily, I feel a lot better. I have a good friend who says, don’t use the excuse that you don’t have time to exercise. Exercise creates time because you feel better. I apply the same thing to prospecting. Don’t sit there and say that you don’t have time to prospect. 

If you make the time, prospecting can benefit you greatly. 

Prospecting creates sales for you because it gives you more opportunities to close. Prospecting increases your level of confidence, too. 

Why? You’re no longer looking at that one deal that you’ve got to close, and as a result, you make a deal with the devil to try to close it. When you’re not prospecting regularly, you wind up chasing things that you shouldn’t be chasing. 

Know your number. 

How much time are you allocating each day to prospecting? How many calls/emails  are you making daily? You have to set your own number—everyone’s business is different. For me, it’s just three. I know if I make three phone calls, three emails a day, my business is good. 

Now, I always try to go way over that, but I know that three is my minimum and I feel good when I hit three. 

Sometimes, just do it. 

Never stop and question yourself, or think, “I got to get more prepared.”  Just make the call. It’s no different than going for a run or lifting weights. Simply start. 

I want you to have a prospecting muscle that’s firm, tone, and that delivers leads for you. And that means you’re going to set a daily goal and work to achieve it. 

Set achievable expectations.

I’m not trying to set a marathon record every day. Oftentimes, people put off prospecting because they feel they have to be a machine and make 150 calls in a day. 

Do what you feel comfortable with, but do it deliberately every day to create a routine. And when you do that, it’s amazing how trim and firm that prospecting muscle will be.

Happy Selling,

David

All of us are born with different talents and abilities. What we do with what we are given is entirely up to us. I believe that success in life is a choice. I’ve heard far too many people say that

successful people are just simply lucky.

Sure, there may be some luck involved. For me, I have found that the harder I work, the luckier I become. Luck is when preparation meets opportunity.The key is to be prepared when a great opportunity comes your way. A lack of preparation can cause you to either not recognize the opportunity, waste the opportunity, or refuse the opportunity all together.

Successful people that have made it big recognized an opportunity for which they prepared themselves, and made the very best of it. All of them will tell you that it took dedication, commitment and hard work.
Unfortunately, far too many people waste opportunities in life by refusing to put 100% into it. They may start out with their goals and work hard in the beginning and when they don’t achieve instant success, they let up on the gas. This is what we call wasting the opportunity. They procrastinate. They allow laziness to creep in. They don’t make a commitment.
When an amazing opportunity comes along, be prepared to take advantage of it. Acquire as much knowledge as you possibly can and make a 100% commitment to work hard at it.

Have faith that working as hard as you can and making that commitment will pay off in the long run.
It is very important to set specific goals so you know exactly what you want out of life. This way, when an opportunity comes your way, you can recognize that this opportunity is a vehicle that will help you achieve success. Having daily goals challenges you to go after your dreams.

When you have an incredible opportunity, it’s important to develop a routine and stick to it. Make a commitment to become organized. It all starts off by waking up early and having a good positive morning routine. Starting the day off right sets you up for success throughout the day. Having a routine and success plan will help you succeed in what matters.
Make sure you make every second count. Time is your capital, do not waste it. Start putting more value on your time.

This will allow you to be more productive accomplishing the things that are important to you. Do not let anyone tell you that there are no opportunities anymore. Do not listen to naysayers. We’ve all been blessed with great opportunities to have success. Understand that it’s going to take a true commitment and a lot of effort. Keep positive and no matter what, keep marching forward. Success is right around the corner.
Take advantage of your incredible opportunities.

Many years ago, one of my mentors said to me, “Opportunity is knocking. Don’t be caught in the backyard looking for four leaf clovers!”

You’ve been blessed! This is your time to go out and make it happen. Take advantage of your opportunity!

Happy selling,

David

It’s the start of week 3 of the new year and we need to start it off right. So grab your coffee, energy drink or whatever you need to get your day rolling and let’s read these 5 ways to ensure your week and every day starts off great. 

1. Celebrate your success

We all have successes each and everyday.  Some days the successes are huge, and other days they may seem small and almost trivial.

Regardless of which it might be, never allow yourself to end a day without celebrating by congratulating yourself on a job well done.

2. Support and refer others

Helping others is one of the best ways to help yourself.  In the words of Zig Ziglar, the best way for you to achieve your goals is by helping others achieve their goals.

3. Be proud of who you are and the way you help your customers

Successful salespeople are proud of the job they do. This isn’t boasting; it’s being confident and  positive.  When you’re positive, outgoing and confident, it is amazing how more responsive people are you come in contact with.

Customers aren’t looking to do business with negative people.

4. Make the tough call now

Putting off the tough call is one of the worst things anyone can do, because all it does is eat away at you and suck energy that should be used to go after building the business.

If you have a difficult customer who needs to be called back, don’t put the call off, thinking somehow it will go away.  Deal with it quickly. Not only will you feel better, but the sooner you deal with it, the less worked up the customer will become.

5. Associate with winners and other successful people

Your probability is going to be much greater to become a top performing salesperson if you associate with other high-performing salespeople.

Negative people suck life out of  those around them. They do this for one simple reason: It helps them feel good by bringing those around them down to their level.

There’s your list of the 5 things you can do today to not only make today a better day, but also to make every week a better week.

Plan for success! The way you do this is by positioning yourself for success by following the 5 steps listed above.

Happy Selling,

David

The first 12 days of 2024 has come to an end. How are you doing on your new years goals?

Let me share 10 things I will do this coming year.

From the Home office in ColdSpring Texas,

Here are the TOP 10 Things I Will Do in 2024

This year I will:

10.  Not set goals without also having a plan to achieve them.

9.  Spend more time learning, and most of all using what I learn.

8.  Focus not on what I wish I had done,  but on what I will do.

7.  Spend less time measuring trailing indicators and more time looking for leading indicators.

6.  Commit 100% effort to effectively use my time, knowing it is the only resource that is limited.

5.  Commit more time to influencing and impacting others in a positive manner.

4.  Challenge myself daily to be better than I was the day before.

3.  Invest more effort in my long-term goals rather than my short-term expectations.

2.  Deepen the relationships I have and also develop new ones.

And the #1 Top 10 Things I Will Do in 2024 is… 

1. Eliminate those around me who view themselves as a “victim” and are intent on pulling others into their “victim club.”

Most of all, I will spend the year regardless of the ups and downs always seeing the positive and viewing each day as a gift to be used to its fullest potential.

We’re standing right at the start of a new year, excitedly thinking about the year to come. Last year at this same time, we stood in the exact same place and said the same thing.

Much like spring is the time when vegetation returns to life, so too we have the same opportunity with the start of the new year.

My hope — or I should say, my expectation — is you will make the most of it by achieving what you didn’t originally believe possible, fully embracing each opportunity.

Let’s do this journey together.

Over the coming year, I’ll continue to share with you my ideas and I ask you to do the same.   By sharing our ideas, we’ll support each other, learn from each other, and most of all, help each other achieve our goals. Let’s make 2024 our best year ever, together.

Have a great weekend,

David

The greatest satisfaction I’ve ever had in my sales career so far is when I’ve been selling solely due to the “WHY” I sell.

At the same time, the most difficult time I’ve had is when I’ve been focused on my own personal objectives at the expense of the customers to whom I was selling.

Early in my sales career, I remember making what at the time the largest single sales I had ever made. 

I wish I felt the same way sitting across from the customer a month after the sale when he was now complaining about fees after his first statement. 

What I had done was what I see as one of the ultimate sins a salesperson can do. I had mistakenly priced him wrong on the application. It was a ridiculous amount of money. I eventually got it straightened out but almost lost the account. 

Today I find myself jazzed about sales because it’s not about closing a sale. It’s about creating a relationship and  making a positive impact with the person I’m selling to.  

The “WHY” of why I sell is to make a positive impact. 

If what I’m trying to sell is not going to make a positive impact, then I’m no longer selling for the reason I want.

When people are jazzed about why they sell, it’s amazing what can happen.

When you enjoy what you’re doing, you see things differently. Challenges become opportunities you want to go after.  The ability to help people becomes a rush that keeps you driving forward and doing it with enthusiasm.

Why do you sell? 

I’m not saying you can’t make money by selling. We can make a lot of money selling when we truly are focused on the “why” of why we sell.   

The money we make is merely the scorecard. It’s the reward for success. It’s the reward for helping people.

There are others out there who are professing sales is all about the money you make. I can’t do anything about what they choose to believe, but I can control what I choose to believe.

Happy Selling,

David

It’s the 10th of January and you’re still waiting to go out in the field and sell.

Let me ask you a question. 

What in the heck are you waiting for?

Are you  waiting for permission to be the best and fullest version of yourself? Well, permission granted. Go close that deal. You are the best, now go prove it. 

Are you  waiting to be recognized  so you can finally share your gift with the world? I recognize you. Now go share that gift of gab and sales excellence and close those deals!

Are you waiting for a sign? Are you waiting for just the right moment? If so, Here it is.. 

Are you  waiting for your dream merchant  to pick up the phone, call you, and ask you to help them get the better result that they need? 

Don’t wait for them to call or for someone else to get in there and close them. Call them today! get back in front of them and close that deal. Never put off a merchant in hopes they call you. 

Are you  waiting for your dream merchant to figure out where they need to go  next in order to produce better results?

Just like the previous statement. Don’t wait on them.

call, visit and email them today. Do not wait on your competition to get to them first.

Did you leave a sales call with your dream merchant without gaining a commitment for the next call and found yourself now  waiting for them  to get back with you? If so, quit waiting and go back and follow up!

Are you waiting for the dream merchant that you are now working on winning  to determine for themselves  if they should buy from you or from someone else?

You have all the tools you need to close them. Be curious, ask questions, find the pain point and lets solve it. If you need me to help please feel free to let me know. I will help any way I can. 

Are you waiting until you know more?

Are you waiting until you believe that you are good enough?

Smart enough? 

Strong enough?

Stop Waiting!

The world is waiting for you to share your gifts now. You are enough right now. Just like the rest of us, you are perfect just as you are right now, and we all 

 could stand a little improving.

Your dream merchants are waiting for you to reach out to them and to show them how you can make a difference. Don’t let some shady sales person come in and deceive your merchants. 

You know enough now. You are smart enough. You can make a difference now. 

The better results that you want for yourself are waiting for you to take the disciplined actions that will bring those results to life.

Are you willing to stop waiting and will yourself to action instead? 

There is a reason that there is no metric for waiting. There is a reason we don’t track waiting. It’s because waiting isn’t something worth tracking. The only thing that comes to those who wait is a lifetime of missed opportunities and what’s left after those that will themselves to action have divvied up what’s worth having.

Stop waiting, start doing, and you will be closing!

Happy Selling, 

David

In my opinion there are two words which embody the secret to success. 

They are “Patience” and “Focus.”  

To be successful, there needs to be an almost maniacal focus on the object of success.  And there must also be patience to stay focused on that object for the long haul, even when things are not going as planned. 

I love this quote by Tony Robins:  

“People dramatically over-estimate what they can get accomplished in one year, and they dramatically under-estimate what they can accomplish in ten years.” 

That is so true!  How often someone declares, “By this time next year I’m going to have quadrupled my income.” Or “I’m going to do this or that.” 

However, someone more experienced would know that isn’t going to happen.  A zealous person just getting started must focus and work hard to lay a good foundation.  If the zealot could stay focused on the same object for six or even ten years, where could he/she be then?  To attain the success of longevity one must have patience.

If you exhibit maniacal focus and extreme patience for years, you’ll be an industry leader in your chosen field.  You’ll be an acknowledged expert.  You will have huge leverage.  But you must stay at the job for a long period of time.  

Mark Akers, a wise man who got me into this business assured me that I would begin to see results with prospecting and closing deals if I just kept grinding and following the process. You must keep prospecting and prospecting and following up.

Find your passion.  Decide you’re going to focus on it for several years before even thinking of doing something else.  Have the patience to keep working and working and working until the pay-off comes.   Get a vision for the long haul.  In my opinion “focus” and “patience” are the two words which embody the secret to success.       

Happy Selling,

David

Your surroundings have a significant impact on your motivation levels and your overall productivity. Your environment can either help or hinder your motivation.

This is why it’s important to protect your surroundings and make sure they are inspiring you constantly. This not only applies to the people that you spend the most time with. It is important that every area of your life is positive and inspiring. This includes your physical space. I believe it’s important to create a clean and inviting atmosphere that is going to help you stay focused and increase your productivity.

Take time to organize your physical surroundings. A disorganized environment will become overwhelming and take away your motivation. Declutter your office, your car and your home, and you will find yourself much more motivated to make things happen. If you have an office, make sure it is a space that is comfortable, well lit and free from all distractions.

Make sure that your environment is inviting. I think about how many businesses and homes that I’ve walked into and felt a wonderful spirit in them. That’s not a coincidence. That comes from making a commitment to creating a positive environment. Fill your environment with motivational quotes, beautiful artwork, and objects that inspire and lift you up.

Have your dreams and goals available as positive reminders, which will keep you on the right track. Establish some positive daily habits. Make sure that these habits align with your goals. Start each day with a positive routine, which will help create a sense of structure and keep you motivated.

You become like the five people that you hang around with most. Take inventory of your inner circle. Are they bringing you down or are they encouraging you and helping you to achieve your goals?

Surround yourself with those who support you and believe in you. Their positive energy and belief in your abilities will boost your motivation. Find those that are going to hold you accountable and will be happy for your success. Stay away from those who constantly complain and gossip. Your surroundings play a key role in achieving success.

Start today by cultivating an environment that fuels your motivation and propels you towards incredible success. Your environment influences your mindset. Choose wisely in every area of your life to empower you to reach your full potential. Protect your surroundings and do not allow any negativity to creep in.

Always remember that you deserve the very best. Never settle for less, and go out and make it happen daily! This is your time! 

Happy Selling,

David

In the world of sales, effective communication is key. However, there are moments when sales reps unintentionally fumble with their words, leaving prospects scratching their heads or, worse, questioning the integrity of the pitch. Let’s delve into the top 10 dumb things that sales reps sometimes say and how these phrases can impact the delicate dance of buyer-seller interaction.

From the Home Office in Colon, Michigan Here are the Top 10 Stupid Things Sales People Says to Prospects

10. “Trust me, this product/service is revolutionary.” (Without backing it up with facts)

9. “Our competitors? Oh, they’re not even worth mentioning.” (Ignoring competition)

8. “I’m not sure about that, but I’ll get back to you… eventually.” (Lack of preparedness)

7. “Our pricing? It’s a bit complicated. Let me get back to you on that.” (Unclear communication)

6. “You don’t need to read the contract, just sign here.” (Pushing without transparency)

5. “Our product can do everything!” (Overpromising)

4. “I’m not really familiar with that feature.” (Lack of product knowledge)

3. “Just buy now, and you’ll figure it out later.” (Pressure tactics)

2. “Our customer service is flawless.” (Misleading claims)

And the #1 Top 10 Stupid Things Sales People Says to Prospects say is….

1. “I’m not here to sell; I just want to chat.” (Lack of honesty about intentions)

If you have been using the cliche phrases discussed in this blog post, it’s time to stop and start using the alternatives. By doing so you will see your sales increase.  

Have a great weekend,

David

I read a story many years ago about a young Olympic gymnast. As a child growing up, she had one goal. She started in gymnastics at a very early age and her dream was to compete in the Olympics and win a gold medal.

Everybody, including her coach, told her that this is a big dream and it would be incredibly difficult to achieve. She didn’t listen to any of the naysayers. She worked hard every day for years constantly knowing that it was going to take years of practice and training to make that dream come true.

As she moved into her teenage years, everyone saw that she was a special young lady with loads of talent and a big dream. Her dedication and commitment was paying off. She made the Olympic team and became one of the favorites in the world to win the gold medal.

Finally, that special day had come. She competed and wowed all the judges and she was awarded the number one gymnast in the entire world. She won the gold medal! Her dream had come true. As she stood upon the podium with the national anthem playing and the gold medal around her neck, she had tears streaming down her face reflecting on how all her hard work had paid off. It was the proudest moment of her entire life.

When she arrived back home, all the festivities and congratulations came pouring in. They were parades, TV endorsements, and national TV show interviews. What an incredible time to be able to celebrate her dream coming true.As time went on and all the celebrations began to stop, her emotions started changing. She actually found herself becoming sad. As months went on, she started becoming very depressed. She was at the point where she needed to see a counselor.
She met with the counselor and she told the whole wonderful story about how she achieved her dream and now she couldn’t understand why she was so depressed. The counselor listened to her story and congratulated her on this wonderful accomplishment. He shared with her that although this was an incredible accomplishment, life is constantly about setting new goals and new dreams. Some will be bigger than others. The reason why she was depressed is because she no longer had a dream or a purpose. He encouraged her to start writing out new goals and new dreams and to do that for the rest of her life. This made absolute sense and she went on to become successful in many other areas in her life. She learned to have joy in her journey. Most importantly, she learned that life is all about constantly setting new goals.

As I reflected on the story many years ago, I realized even though we may not win a gold medal, we all need to have goals and dreams for our entire lifetime. Whenever you reach a goal, let me encourage you to celebrate. Most importantly after that, start setting another goal. If you woke up this morning and you are breathing, you still have life in you. You still have things to accomplish. You have dreams inside of you and it’s time to make them come true.
No matter what level you reach in life, keep setting new goals. I have studied and observed many people throughout my life. Here’s what I have found…. People that are not growing have the least amount of joy. Growth and progress equals happiness. If you want to have joy in life, keep aspiring for new dreams.

All of us have achieved some wonderful goals in life. Celebrate them and keep setting more goals. Don’t let anyone ever tell you that you are too old to achieve great things. Write out your new dreams and goals and put together a plan on what it’s going to take to achieve those goals.

Surround yourself with winners who are going to encourage you and help you accomplish your goals. Once you accomplish each goal, celebrate and move onto the next one.

Today is the beginning of the rest of your amazing life!

Go out and make it happen!
Happy Selling,

David