Author: David Matney

There is one universal, undeniable and crucial-to-know truth in sales…

Your Pipeline Should always be FULL! King Pipeline!

It’s the most important thing in sales, that’s what we’re trying to say here!

One of the main reasons sales professionals miss target is because they haven’t built enough pipeline. If you look back at when you’ve missed target, how many times would you have actually hit target if you had generated a few more opportunities?

Sales pipelines work like this… Let’s say you have to make 5 sales to hit your sales target. You need to prospect and build a pipeline of opportunities that you work to close at least 5 to hit target.

The problem is it’s not that simple! Here are 4 of the common mistakes that salespeople often make with their pipeline:

1. They don’t find ENOUGH opportunities to hit target

A lot of sales reps don’t generate enough opportunities each month to hit target…

Let’s say you need 5 sales to hit target as we mentioned above. Unfortunately, a common trap that salespeople fall into is only building a pipeline of 5 opportunities. The reality is if you build a pipeline of 5 opportunities, not all 5 opportunities will close. Which is why a lot of salespeople end up not hitting target.

The key is to understand your close ratio.

If you close 50% of your pipeline, you’ll need 50% more to hit target. So to hit 5 sales, you’ll need at least 10 opportunities in your pipeline to hit target. If you close 25% of your pipeline you’ll need at least 20 opportunities to be able to hit target.

2. They live in pipeline DENIAL

Far too many salespeople refuse to accept the reality about their pipeline…

They’ll always tell their sales managers that their sales pipeline is amazing, but in reality it’s not. Unfortunately whilst this attitude will keep their sales managers off their back, it rarely results in the salesperson hitting target and often results in the salesperson struggling in the long run.

Pipeline honesty is key to sales success.

If an opportunity has gone cold, if they’re not responding to you, if you haven’t fully qualified them, anything that makes the opportunity questionable, take it out of your pipeline. Leaving it there will only cause problems.

3. The celebrate the OPPORTUNITY over the sale

Some salespeople make the mistake of celebrating the opportunity before it becomes a sale…

We’ve encountered many sales professionals who make SO MUCH noise when they generate a sales opportunity.

Now don’t get us wrong, we’re all for celebrating in sales, at every stage of the process. The problem is, to a lot of sales reps, that’s the peak. They celebrate the opportunity so much they no longer have the drive to do all the work required to close the sale, and what often happens is the opportunity goes cold.

Pipeline is king, but closed deals are life.

Build your pipeline up with more than enough opportunities, and then make sure you put in the hard work to close as many of them as you can. It’s ok to celebrate creating a new and exciting sales opportunity, but true success comes the moment the deal is signed (and when the customer is happy!).

4. They STOP prospecting when they’ve got “enough” opportunities

Some salespeople spend ages building their pipeline or they run out of leads, and then stop…

Now we know it’s hard work building pipeline, it’s exhausting!

All the efforts required to make loads of calls, send loads of emails, send loads of LinkedIn messages along with everything else, it is draining. So when you do finally have enough opportunities, it’s easy to want to just focus on converting those. The problem is, each time one closes, your pipeline shrinks.

“Building pipeline is a 24/7/365 thing”

All-day, every day, every week, every month, every year, prospecting and building pipeline should never stop if you work in sales.

The best sales professionals out there are prospecting all the time and never stop, because they know they need to keep feeding the funnel. For each sale that you close you need to generate several more opportunities, to be able to continue closing sales.

This is why pipeline is KING!

No pipeline = no sales.

It’s not just “Always Be Closing” in sales, it’s also “Always Be Prospecting”. You need to keep that pipeline full and work on adding new opportunities all of the time. Here are our top tips:

• Qualify, qualify, QUALIFY – Put as much effort into qualifying your opportunities to make your pipeline as refined as possible. Understand their budget, their timeframe, their urgency, their needs etc. All this information will help your pipeline quality massively.
• Never stop FEEDING your pipeline – Prospect all the time, make it habit, make it a part of your daily routine. Remember for each sale you close, you’ll need at least 2-3 new opportunities to replace it (as some won’t convert).
• Be HONEST with yourself – Pretending that your pipeline is great and you’ll definitely hit target will only hold you back. Be honest, if you need help, ask for it. If you need more opportunities, focus on prospecting. If you need help closing, ask for it.
• Celebrate your opportunities AND your sales – Creating a new sales opportunity is an achievement, be proud of that! But also remember that’s only part of the process, you need to then work on closing the deal to really win.

What would tips would you give for salespeople when it comes to building and managing their pipeline?

Happy Selling,

David

Master this concept and close more deals. Use buffer statements so you can close multiple times without making merchants angry.

 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:

“LD, 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

On our success journey, we all WILL experience difficulties, defeat, failures, setbacks, and many trials.

The road to success is always under construction. Always remember that this is part of the process. The important thing to understand is that you have a choice.

Whenever you face these challenges, you can listen to all the naysayers and throw in the towel or you can remember WHY you began in the first place.

When you understand that challenges are part of the journey and you are committed to achieving your goals, nothing will stop you. No matter where you are in life, you are never too old to set another goal or dream another dream.

Whenever you fall flat on your face, that’s a good thing. At least you know that you are moving forward. Get back up and go at it again. Things are not always going to be smooth, but you must keep marching forward and not let the small things get to you.

Your dream is worth it and your goals mean something. Nobody ever said it was going to be easy. No matter how difficult the journey may be, it is always worth it to keep fighting, to keep striving, and to keep marching forward.

It’s important that when you do face challenges you understand you will get through them. It’s just a temporary season. Use any failures you encounter as learning opportunities. Once the storm is behind you, it is gone.

One of life’s lessons is to always keep moving on. It’s okay to look back to see how far you have come, but always keep moving forward. When you are facing difficulties, make sure you are surrounding yourself with good mentors and people who are going to encourage you to keep moving forward.

Never allow those who do not know where you are going derail you from your path to success. You must always believe in your dreams and believe in who you are. You are created for greatness.

Your dream is real and you will accomplish it. Nothing will get in your way. Believe in yourself and all that you are. There is something big inside of you that is greater than any obstacle that comes your way. Everyone who is successful has a list of things they have failed at. That list is not kept in our minds to remind us of the things we did wrong. It is there to motivate us so we do not let those failures be what we are known for.

It’s the commitment to the dream and never giving up no matter what comes our way. We must always keep going and, when we do that, we will achieve our goals. So if you are going through a storm right now, be encouraged. The challenge will make you a stronger and better person.

Someone once said,” If you’re going through hell, keep going.” Keep marching ahead and keep climbing. The fruits are on the top of the tree. Stretch out your hands and keep stretching them further and further. Success is at the top waiting for you.

No matter what obstacle comes your way, KEEP GOING!

Happy Selling,

David

Sales often has a bad reputation…

It’s often associated with people that lie, people that are slick, people that apply pressure, hound customers, are purely money driven etc

The reality couldn’t be farther from the truth

The best salespeople are the complete OPPOSITE to that.

They want to help people, solve problems and live to serve their customers.

For those out there who have entrepreneurial spirit, enjoy finding solutions, enjoy meeting and building relationships with new people and who are driven by money and success, then sales could be the best job for you. 

Here are our 10 reasons why we think sales is the best job out there, if you have one to add make sure you write it in the comments box at the end!

From the Home Office in Burnt Corn, Alabama, Here are

Top 10 Reasons Sales in the BEST Job

10. It’s Like Running Your OWN Business

In sales you often manage your own customer base, what you do each day and every action affects how much you earn. You’re responsible for finding customers, building relationships, selling and creating a pipeline that brings in new opportunities every month. 

If you want to make more money, make more sales. If you need more customers you can prospect more, if you want referrals, you can build stronger relationships. You have nearly the same amount of control as someone who runs their own business, which is a huge benefit. 

9. It Builds Your CONFIDENCE

It’s hard to hide away in sales and succeed so you’re often encouraged to come out of your comfort zone in many situations. You may have to phone total strangers one day or present to a panel of decision makers the next. 

In sales you are faced with the challenge of building relationships, building trust and asking people for their money and commitment which is no easy task. It requires confidence and if you don’t have it at the start you’ll certainly pick it up!

8. There’s No Shortage of VARIETY

You could be sat at desk phoning people one day then travelling around into meetings the next. Some sales people even get to travel the world. It’s rarely the same every day and you’ll often be speaking to totally different people each day.

Plus each of your prospects and customers will be different, different people with different interests and experiences. 

7. You Genuinely HELP People

There is nothing more rewarding than the feeling that you’ve helped someone. In sales that’s exactly what you do, you listen to their problems and find solutions for them. 

You’re often saving them money, saving them time or helping make their day, role or company more effective and efficient. It’s a great feeling and one of our personal favorites.

6. You Can Make A LOT of Money

The more you sell the more you make, it’s that simple! Most jobs out there have a set salary and that’s it. In sales you can earn as much as you want, some companies have an uncapped and unlimited earning potential meaning the more work you put in the more you could earn.

5. It’s a Very Rewarding Career

Not only do you make money but the feeling of getting a sale after your hard work is hugely rewarding. Like catching a fish after hours of fishing you can end up spending days, weeks sometimes even months working on a sale and the feeling of finally closing it is amazing.

If you choose to progress to a sales leadership role you get to find, support and see your own team of sales professionals succeed and achieve their goals and dreams.

4. It’s Often Highly Competitive

You may be competing with your team or just competing against your own results from the previous month, but competition is fun and a real driver for hard work. If you enjoy sport or you’re just a naturally competitive person sales could be a great job for you.

3. There Will ALWAYS Be Work For You

Every company needs sales people and there will always be demand for good sales people. If you can show that you can sell and prove your previous results you should never have trouble getting a job.

2. It’s a Skill Valid ALL OVER The World

Sales is a role that you can get anywhere in the world, you don’t necessarily need a qualification you just need to be able to prove that you can sell. If you wanted to move to the US, UK, India, anywhere, there will always be companies looking for sales people.

And the #1 Reasons Sales in the BEST Job is…..

1. It Offers Great PROGRESSION

There are often fantastic career paths built for sales people. This could include going into a supervisory role, sales team leader, sales manager, sales director, sales trainer, sales support, the list goes on. 

You’ll also find that most Managing Directors, CEO’s and business owners all started or have worked in sales during their careers. The skills you gain often tie in very well to running a business.

Have a great weekend,

David

One of the greatest powers that we all have is the power to choose.

When it comes to achieving great success, our attitudes play an important role. It takes a positive attitude to achieve positive results. People ask me all the time what it takes to achieve success?

There is no doubt that success takes determination and hard work. However, it’s important to understand that the success journey has many difficulties. This is why I say that “attitude is everything.”

In order to achieve your greatest potential, you must learn to monitor your attitude. Your attitude will impact your work performance, your relationships, and everyone around you. Your attitude determines how you perceive the world and the way the world perceives you. When things don’t go our way, that wonderful power of choice that we have will make a big difference when it comes to achieving our goals.

Unfortunately many people, when they encounter hard times, choose an attitude of defeat and self pity. The key is to realize that it’s not what happens to you that matters, it’s all about how you choose to respond.

Successful people and high-level performers understand that failure is part of the process. When difficulties come their way, they view them as challenges instead of problems.

We all have that choice when it comes to our attitude. Choose an inner dialogue of self encouragement and self motivation. Always remember that you have control over your attitude. The loudest and most influential voice that you will hear is your own inner voice. This is why it’s important to always have positive self talk, no matter what you encounter in life. If you have found yourself falling into the trap of stinking thinking and hardening of the attitude, you can change that starting today.

Begin by having an attitude of gratitude and speaking positive affirmations throughout the day. Affirmations repeated several times each day will reprogram your subconscious with positive thinking. Get excited about your dreams and your goals. Figure out what motivates you, which will then allow you to take action to change your life. Self motivation requires a positive outlook, enthusiasm, and a total belief in your self.

Whenever negative thoughts creep in to your head, override those thoughts by replacing them with a positive internal voice that will keep you headed in the right direction. You are a winner and you must believe that!

Start taking a closer look at what you are saying to yourself. Speak positively to yourself and about yourself. Believe in your abilities and you will succeed. It’s the little things that make a difference when it comes to our attitudes. Most people, when they are asked how they are doing, respond with an average answer like, ‘not bad’, ‘OK’, ‘fair to middling’ etc, etc. It’s time to change that!

Going forward, when asked that question, respond with “I am doing super fantastic! Today is a great day!” Wherever you go and whoever you meet, you are making an impression. Make sure it’s a positive impression. Your attitude is going to determine how far you will go in life.

It’s time to start living with joy and always having an attitude of gratitude. Your success depends upon it. If you truly want to live the life of your dreams, remember that attitude is everything!  

Happy Selling,

David

In the dynamic world of sales, there exists a select group of individuals who consistently stand out from the rest – the true titans of the sales industry.

These extraordinary individuals possess a unique blend of skills, mindset, and personality traits that empower them to achieve unprecedented success. Their ability to turn prospects into loyal customers and drive revenue growth is awe-inspiring.

If you’ve ever wondered what sets these remarkable individuals apart, this article unveils the seven traits that the most successful salespeople embody.

1. Relentless Determination

Successful salespeople possess an unwavering determination that fuels their pursuit of excellence. They are undeterred by setbacks, rejection, or challenges. According to a survey by The Brooks Group, 80% of sales require five follow-up calls after the initial meeting, yet 44% of salespeople give up after just one follow-up. This highlights the grit and persistence that sets top salespeople apart.

As Winston Churchill once said, “Success is not final, failure is not fatal: it is the courage to continue that counts.“

2. Communication

Empathy is the cornerstone of effective communication, and successful salespeople master this art. They actively listen to their prospects’ needs, concerns, and desires. According to HubSpot Research, 69% of buyers say the most important attribute a salesperson can have is to listen to them. By understanding their customers on a deeper level, top salespeople build trust and forge meaningful connections.

Maya Angelou’s words ring true here: “I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.“

3. Adaptability and Resilience

In the ever-evolving landscape of sales, adaptability is essential. Successful salespeople possess the ability to pivot their strategies, embrace change, and stay ahead of industry trends. They bounce back from challenges and setbacks with resilience. The Sales Management Association found that high-performing salespeople view setbacks as opportunities to learn and improve.

As Charles Darwin famously said, “It is not the strongest of the species that survives, nor the most intelligent; it is the one most adaptable to change.“

4. Confident Conviction

Confidence is magnetic, and top salespeople exude it effortlessly. They believe in the value of their product or service, and this unwavering conviction shines through in their interactions. According to a study by Gong.io, confident salespeople close deals at a 2.6 times higher rate.

Zig Ziglar’s timeless wisdom captures this sentiment: “Confidence is going after Moby Dick in a rowboat and taking the tartar sauce with you.“

5. Curiosity and Continuous Learning

The most successful salespeople are lifelong learners. They have an insatiable curiosity that drives them to seek knowledge about their industry, competitors, and customers. This thirst for learning enables them to offer valuable insights and tailor their approach to each prospect’s unique needs.

As Albert Einstein once said, “I have no special talents. I am only passionately curious.“

6. Exceptional Time Management

Time is a precious commodity, and top salespeople understand its significance. They master the art of time management, prioritizing tasks that directly contribute to revenue generation. According to a study by InsideSales.com, salespeople spend only about 35% of their time selling. Successful salespeople maximize this limited window by focusing on high-impact activities.

Brian Tracy’s words resonate: “Successful people are simply those with successful habits.“

7. Positive Mindset and Resonant Optimism

Optimism is a powerful force that drives successful salespeople. They maintain a positive outlook, even in the face of adversity. This optimism is contagious and resonates with prospects and customers. According to research by Martin Seligman, optimistic salespeople outsell their pessimistic counterparts by 37%.

The legendary Dale Carnegie encapsulated this truth: “Most of the important things in the world have been accomplished by people who have kept on trying when there seemed to be no hope at all.“

Top 10 Sales Tips for 2023 -2024

1. Leverage Artificial Intelligence: Incorporate AI-driven tools to analyze customer data, predict trends, and personalize interactions.
2. Embrace Video Selling: Utilize video messaging to establish authentic connections and convey complex information effectively.
3. Cultivate Virtual Rapport: Master the art of building relationships virtually through engaging online interactions.
4. Purpose-Driven Selling: Connect your product or service to a larger purpose that resonates with your audience’s values.
5. Value-Centric Approach: Focus on delivering tangible value at every stage of the sales process to stand out in a competitive market.
6. Omnichannel Engagement: Seamlessly integrate multiple communication channels to provide a consistent and convenient buying experience.
7. Storytelling Mastery: Craft compelling narratives that captivate your audience and communicate the transformative power of your offering.
8. Network Intelligently: Forge strategic partnerships and collaborations to expand your reach and access new customer segments.
9. Continuous Skill Development: Invest in ongoing training and development to stay ahead of industry changes and sharpen your skills.
10. Wellness and Work-Life Balance: Prioritize self-care and balance to maintain peak performance and sustain long-term success.

The world of sales is a dynamic and challenging arena, but those who possess the seven traits of successful salespeople are destined to rise above the rest.

Their relentless determination, empathetic communication, adaptability, confidence, curiosity, exceptional time management, and positive mindset form the foundation of their extraordinary achievements.

As we venture into the future of sales in 2024, embracing these traits and staying attuned to the latest trends will pave the way for unmatched success.

In the words of sales guru Brian Tracy, “Your attitude, not your aptitude, will determine your altitude.“

Happy Selling,

David

As I write this I’m on a short getaway to what we in the south call the “Redneck Rivera” Orange Beach, Alabama. Keeping a routine even on a small vacation can be a struggle.

Throughout the years, I’ve had many people reach out to me expressing their desire to be a top level performer. This is exciting for me because I have a passion to help people reach their full potential.

When it comes to success, desire is such a key ingredient. Talent alone is not enough. I meet and speak with many people who are filled with talent, but lack the drive to capitalize on it. Show me someone with a burning desire and I know I can help them succeed.

When speaking to those who express their desire for success, I review with them what their specific goals are and what their commitment level looks like. One of the first areas that we will cover is what their mornings look like. As they are sharing their excitement, I will simply say “Tell me about your morning routine.” Believe me, I have heard all types of responses, including a lot of excuses. Many have said that they are not morning people. Others talk about the importance of coffee. Unfortunately, far too many wake up stressed out, with not much of a plan for the day.

Here’s the bottom line… If you want to win the day, you must win the morning. If you read biographies about very successful people, you will find that the majority of them wake up before 6 AM and have a morning routine. It is vital that you start your day on a positive note, with a great morning routine for morning motivation.

Tell me about YOUR morning routine. Is it time for you to make some changes in this area? If you are truly serious about accomplishing great things, you have to be just as serious about having a positive morning routine. You must change your stressful and hectic morning routine into a much more positive and peaceful beginning of the day.

For myself, I have a three hour morning routine before I leave my home. It begins with waking up at 5 AM. Many times, I’m automatically waking up before then. Waking up early is critical to starting your day positively and keeping your sleep cycle in check. This gives you time to complete your morning routines without having to worry about rushing around. If you are the type of person that keeps hitting the snooze button, it’s time to get rid of that habit. Set your alarm before you go to bed and put your phone in a place where you have to get out of bed to turn it off. Once you are out of bed, your positive day begins.

The best way to start your day is with gratitude. Reflect on all the things in your life that you are truly thankful for. As a matter of fact, write them down and think/meditate on them.

Get into the habit of making your bed. It takes less than a minute, and you’ll be rewarded with a feeling of self satisfaction.

Get into the habit of exercising every day. Spend 30 minutes each morning working out. This will rapidly wake you up and increase your mental well-being in the long term. You can do push-ups and sit ups and go for a short walk each and every day.

Review your goals for a few moments. Early morning is an excellent time for contemplation. Unfortunately, most people waste time watching garbage TV and spending time on social media. Instead of doing that, start focusing on your personal goals.

I’ve learned that what we put into our mind is very important. Your morning should include some kind of motivation. Whether you’re listening to a podcast or reading something inspirational, this habit will help you boost your productivity.

It’s important to have breakfast each morning. Whether it’s a smoothie or any other healthy breakfast, It’s a fantastic way to kickstart your day and provide yourself with the fuel necessary to be productive.

Always take a shower every morning. Get yourself clean and feeling good. Dress for success, and look at that person in the mirror with a big smile. You are now ready to take on the day.

There are so many things that you can do for a positive morning routine. It’s all about building new habits. Once you get into a positive morning routine, you will find that your days start happier and stronger. You will discover that you are much more motivated and productive than you’ve ever been.

Are you ready to change your morning routine? This is your time. If you want to success you must win the morning, and then you will win the day. Start now and start this morning!

Happy Selling,

David

All of us face challenges and difficulties in our lives. The most important thing is how we respond. Choosing optimism will allow us to overcome those challenges more quickly. Choosing to be an optimist when challenges come will impact your overall success and your outlook towards life.

Optimistic people have a much better chance of success in their careers. They understand that there will be disappointment. The difference is that they turn that disappointment into motivation, which helps them to succeed.

When faced with adversity, you must learn to control your thinking. Having the right attitude will help you overcome challenges. We have all heard that It is not what happens to you in life that matters. It’s how you respond to what happens to you that will make the big difference.

The truth is, we all have a choice when a challenge comes our way. We can choose to be pessimistic or we can choose to be optimistic. Sadly, a negative person sees a setback as a permanent problem. The optimist sees a setback as temporary.

Those who choose to be positive understand that failure is part of the process and it has no lasting impact on their future. When you find yourself in a difficult situation, it’s important to take a moment to reflect before you react. When a challenge comes, make the decision to learn from it and choose to improve.

Never let a negative event impact other phases of your life. If you desire true success, you must learn to be a big picture individual. When you do that, you understand that you will face challenges, but you will overcome them. This allows you to stay calm and work through any situation. Eventually, you will turn a negative situation into a positive one. When a negative event happens or failure comes your way, put it into perspective. Look at the big picture and stay focused on your big goals.

Do not get caught up in the details. Never look at failure as being permanent. Things will happen that you cannot control, but you can control the way you react to them. Choose to view your failures as learning opportunities.

The most important attitude to have is an attitude of gratitude. Feeling grateful makes you a much happier and optimistic person. Write down five things each day that you are truly grateful for. Your perspective will change as you are focusing on the more positive aspects of your life rather than dwelling on a negative thing that you have no control over.

Attitudes are contagious. Surround yourself with positive people who will encourage you and help you to remain optimistic. Remove any negative influences in your life. There are a lot of them out there. Be careful on how you spend your time. Limit the time you spend watching the news and on social media. Listen to music that is uplifting. Your overall environment plays a key role in your success.

You can and you will become a more optimistic person. It’s all a matter of making a choice and committing to it. Choose to be optimistic in every aspect of your life. You will find that your life will be much more enjoyable, and you will be a much happier person. No matter what comes your way, choose optimism!

Happy Selling,

David

Do you like making cold calls? I may be one of the weird ones but I enjoy making cold calls. Meeting new people and learning how each one processes payments.

In the age of digital marketing and advanced automation tools, the art of making cold calls may seem outdated or even ineffective. 

However, cold calling remains a powerful sales strategy that should not be overlooked. While it’s true that technology has transformed the sales landscape, there are several compelling reasons why salespeople should be making more cold calls this year. 

Today we will explore seven reasons why cold calling should still be an essential part of your sales arsenal.

1. Human Connection and Personalization

In a world dominated by emails, text messages, and automated marketing campaigns, cold calling provides a unique opportunity for genuine human connection. 

By engaging in a live conversation, salespeople can establish a personal connection with potential customers that no amount of digital communication can replicate. Cold calling allows for real-time interaction, enabling salespeople to adapt their approach based on the prospect’s responses and build rapport more effectively.

Moreover, personalized communication is more important than ever in the digital age. Cold calling allows salespeople to tailor their message to the specific needs and pain points of each prospect, showcasing the value of their product or service in a compelling manner. The ability to listen and respond in real-time makes cold calling an invaluable tool for delivering personalized pitches and addressing any objections or concerns.

2. Effective Lead Qualification

One of the primary benefits of cold calling is its effectiveness in lead qualification. By reaching out to potential customers directly, salespeople can quickly gauge their interest and identify qualified leads. While other marketing channels may generate a higher volume of leads, cold calling helps separate the wheat from the chaff by engaging in direct conversations and asking relevant questions.

Cold calling enables salespeople to ask qualifying questions, uncover pain points, and understand the prospect’s buying intent. By actively listening and probing, sales professionals can identify qualified leads who are genuinely interested in their offering. 

This targeted approach saves valuable time and resources, allowing salespeople to focus their efforts on prospects with a higher likelihood of conversion.

3. Immediate Feedback and Objection Handling

One of the most valuable aspects of cold calling is the ability to receive immediate feedback from prospects. Unlike other marketing methods where response times can vary, cold calling provides instant insight into a prospect’s level of interest and their objections, if any. This real-time feedback allows salespeople to adapt their sales pitch, address concerns, and overcome objections on the spot.

By engaging in direct conversations, salespeople can better understand the prospect’s pain points and tailor their value proposition accordingly. They can clarify misconceptions, provide additional information, and build trust with prospects by actively addressing their concerns. This level of responsiveness and objection handling helps build stronger relationships, ultimately increasing the chances of conversion.

4. Competitive Advantage

In an era where many businesses focus solely on digital marketing channels, cold calling can provide a significant competitive advantage. As the number of cold calls has decreased in recent years, decision-makers are receiving fewer sales calls, making it easier for salespeople to stand out from the crowd. 

A well-executed cold call can capture the prospect’s attention and differentiate your company from competitors who rely solely on digital communication.

By leveraging cold calling alongside other marketing strategies, salespeople can reach potential customers who may not be actively engaging with digital channels. This multi-channel approach enhances the overall effectiveness of the sales process and ensures that no potential opportunity goes unnoticed. 

Embracing cold calling in 2023 can help your sales team outpace the competition and secure a larger share of the market.

5. Relationship Building and Trust

Cold calling offers an invaluable opportunity to build relationships and establish trust with potential customers. By engaging in meaningful conversations, salespeople can convey their expertise, industry knowledge, and genuine interest in helping the prospect solve their challenges. This personal touch fosters trust, which is crucial in establishing long-term customer relationships.

While digital marketing methods can create brand awareness and generate leads, cold calling allows salespeople to have more in-depth discussions and showcase their value proposition in a personalized manner. By taking the time to understand the prospect’s needs and pain points, salespeople can position themselves as trusted advisors, increasing the likelihood of conversion and fostering customer loyalty.

6. Direct Market Research

Cold calling can serve as a valuable tool for market research and gathering customer insights. Through conversations with prospects, salespeople can gain a deeper understanding of the target market, their pain points, and the challenges they face. These firsthand insights can be used to refine sales strategies, improve product offerings, and tailor marketing messages to resonate with the target audience.

Additionally, cold calling provides an opportunity to collect valuable feedback on your competitors products and services. By actively listening to prospects’ feedback, salespeople can identify areas for improvement and make necessary adjustments. This direct line of communication enables sales teams to stay agile and adapt their approach based on market trends and customer preferences.

7. Enhanced Sales Skills

Finally, cold calling offers an excellent platform for honing essential sales skills. The art of effective cold calling involves active listening, objection handling, persuasive communication, and quick thinking. By consistently engaging in cold calling activities, salespeople can sharpen their skills and become more proficient in their craft.

Furthermore, cold calling provides a wealth of opportunities for sales professionals to learn from different prospect interactions. Each call presents a unique scenario, allowing salespeople to understand what works and what doesn’t. This continuous learning process helps refine sales techniques, improve pitches, and ultimately increase overall sales effectiveness.

While digital marketing and automation have transformed the sales landscape, cold calling REMAINS a powerful and relevant sales strategy in 2023. 

The human connection, personalization, effective lead qualification, immediate feedback, objection handling, competitive advantage, relationship building, market research, and skill development opportunities provided by cold calling make it an invaluable tool for salespeople.

Embracing cold calling in your sales approach allows you to connect with potential customers on a deeper level, build trust, and establish long-term relationships. By combining cold calling with other marketing strategies, sales teams can stand out from the competition, gather valuable customer insights, and increase their overall conversion rates.

In the evolving sales landscape, salespeople who recognize the continued importance of cold calling and adapt it to modern practices will gain a significant advantage over their competitors. So, embrace the power of cold calling in 2023 and into 2024 will unlock new opportunities for sales success!

Happy Selling,

David