Author: David Matney

The world of sales is a dynamic and exhilarating realm, where every interaction is a chance to close a deal and forge connections.

However, it’s undeniable that this high-energy environment can also bring with it a substantial amount of stress. From demanding quotas to navigating rejection, salespeople often find themselves in the eye of the storm.

Yet, it’s important to remember that stress need not be a debilitating force; rather, it can be harnessed as a catalyst for growth and success.

In todays post, we’ll delve into the common forms of stress that plague salespeople and equip them with actionable strategies to handle stress more effectively, ultimately fostering resilience and success.

Understanding the Sources of Stress

Before delving into coping strategies, it’s essential to identify the primary sources of stress that sales professionals encounter on a regular basis. These sources of stress are often interconnected, compounding the overall pressure experienced by salespeople.

1. Sales Pressure

One of the most palpable stressors in the world of sales is the ever-looming quotas, the need to close deals. The pressure to meet or exceed sales targets can feel suffocating at times, leading to heightened stress levels. It’s crucial to strike a balance between ambition and realism. Setting achievable goals can prevent the constant fear of falling short and foster a sense of accomplishment when targets are met.

2. Rejection and Resilience

Rejection is an inherent part of sales, and learning how to handle it is pivotal. Salespeople often face numerous rejections before landing a successful deal, and this repeated experience can wear down their confidence and motivation. Developing resilience is key – viewing rejection as a stepping stone rather than a setback can help maintain a positive attitude. Each ‘NO’ is a valuable opportunity to refine pitch strategies and connect better with potential clients. Remember all “NO” stands for is “Next Opportunity”.

3. Uncertain Income

The unpredictability of income is another source of stress. Fluctuating residuals and bonuses and the ebb and flow of deals can lead to financial anxiety. Establishing a financial safety net and budgeting effectively can provide a buffer against income instability and alleviate some of this stress.

4. Intense Competition

The competitive nature of sales can fuel a relentless drive to outperform peers. While competition can be motivating, it can also be overwhelming. Shifting the focus from comparison to self-improvement allows salespeople to channel their energy into personal growth, fostering a healthier form of competition.

5. Work-Life Balance

Why I feel the work- life balance scenario is a myth, we all spend more hours at work than at home. While a balance between work and personal life is an ongoing challenge for salespeople. The constant demands of the job can blur the boundaries, leading to burnout. Setting clear boundaries and dedicating time for relaxation, family, and hobbies can rejuvenate the mind and body, enhancing overall well-being.

Coping Strategies for Sales-Related Stress

Now that we’ve pinpointed the sources of stress, let’s explore actionable strategies that sales professionals can adopt to handle stress more effectively and nurture resilience.

1. Embrace Mindfulness and Stress Management Techniques

Practicing mindfulness and deep breathing exercises can anchor the mind in the present moment, reducing anxiety about future outcomes. Stress management techniques, such as progressive muscle relaxation and visualization, can help salespeople regain control over their emotions during high-stress situations.

2. Develop a Growth Mindset

Adopting a growth mindset involves viewing challenges as opportunities for learning and growth. Instead of fixating on failures, salespeople can analyze setbacks to uncover valuable lessons that can contribute to future success. This perspective shift fosters resilience and a positive outlook.

3. Prioritize Self-Care

Investing time in self-care activities is a non-negotiable aspect of stress management. Engaging in regular physical activity, maintaining a balanced diet, and ensuring adequate sleep can significantly impact an individual’s ability to handle stress. When the body is well-nourished and rested, the mind is better equipped to tackle challenges.

4. Seek Mentorship and Peer Support

Building a support network within the sales community can be immensely beneficial. Mentors provide guidance based on their experience, offering insights into managing stress and overcoming obstacles. Peer support creates a sense of camaraderie, allowing salespeople to share their struggles and triumphs with those who understand the journey.

5. Time Management and Goal Setting

Efficient time management can alleviate the pressure of quotas and deadlines. Breaking down larger goals into smaller, actionable steps makes them more achievable and reduces the sense of overwhelm. Moreover, prioritizing tasks based on importance and urgency prevents last-minute rushes and diminishes stress.

6. Enhance Communication Skills

Effective communication is the backbone of successful sales interactions. By honing their communication skills, salespeople can navigate conversations more smoothly, adapt to various client personalities, and ultimately reduce the anxiety associated with client interactions.

7. Embrace Rejection as Feedback

Viewing rejection as feedback rather than a personal failure can shift the perspective on this common stressor. Each rejection provides valuable insights that can be used to refine pitches, approach, and customer engagement strategies.

8. Visualize Success

Positive visualization can be a powerful tool in managing stress. Envisioning successful outcomes and imagining the journey toward achieving them can cultivate confidence and optimism, which are crucial in the high-stakes world of sales.

Conclusion

While the world of sales may be riddled with stress, it is also teeming with opportunities for growth, learning, and personal development. By acknowledging the common sources of stress and implementing practical strategies to manage them, salespeople can not only handle the pressure but also thrive in this dynamic environment.

Remember, stress is not a foe to be defeated; rather, it is a catalyst that, when harnessed effectively, can propel sales professionals toward new heights of success and resilience.

Happy Selling,

David

When it comes to achieving success, Mark Cuban spells it out very clearly with this quote…

“It’s not about money or connections.

It’s the willingness to outwork everyone.”

Over the years, I have heard many say that people are only successful because they were either born into it or they are naturally talented. The truth is, successful people make a commitment and they never give into excuses.

They grind and they make it happen on a daily basis. You control your own destiny when it comes to achieving success.

The only thing that can stop you is YOU.

When you make a commitment to grind and outwork everyone else, nothing can hold you back. If you want to be at the top of your game and be a high-level performer, you simply have to do what most are not willing to. In order to be in the 1% club, you have to do what the other 99% don’t want to do.

You have to outwork everyone else in order to be the best. I read an awesome quote recently that sums everything up. “ Success isn’t owned, It is leased and the rent is due every day.”

The bottom line is that there is no secret formula to success. It takes commitment and you have to work at it consistently. Talent alone is not enough. I have met many talented people who never reached their full potential. They were definitely gifted but, unfortunately, not willing to put forth the effort to achieve greatness. What distinguishes merely talented people from those who attain truly great success is their drive and their willingness to do whatever it takes.

A great example of this is Michael Jordan. There is no denying that Jordan had amazing physical talents. However, what made him a legend was his work ethic. He would spend his off-season practicing his jump shot hundreds of times daily, until he felt it was perfect. No matter what level he reached, he knew that he had to continue to work harder than everyone else to be the best.

You have been gifted with some amazing opportunities. Are you ready to become a top performer?

Write out your goals, and be specific about what you want to achieve. Once you define your goals, put together a plan of what it’s going to take to accomplish them. It’s time to get serious about this. This is going to require some life-changing behaviors.

I’m talking about waking up early and using every second of your time wisely. There will be days when you don’t feel like it. It’s important to remember that your feelings have nothing to do with it. Work at it and let your feelings catch up with you. In order to be the best, it’s going to require some incredible effort.

Please understand that I am speaking about every phase of your life. Do not work a burn out schedule and fail in maintaining your relationships and health. Proper balance is very important. Choose to be the best in ALL phases of your life. Balance your success with meaningful relationships and a healthier lifestyle.

This will make your career and financial success much more enjoyable. Enjoy this wonderful success journey. Make a 100% commitment to be the best at what you do. This is your time! It’s not going to be easy but, I guarantee you, it’s going to be worth it. You will fail, and you will have disappointments. Don’t ever let that stop you.

That is all part of the journey. In order to succeed, you must fail. Keep learning and keep growing! Outwork everyone else and join the winners. 

Happy Selling,

David

Many years ago, When I was selling wholesale seafood I traveled to meet a new sales rep. I was tasked to train. This was supposed to be him transitioning from his current business into our industry.

Beforehand, he had asked if we could run a few calls on some of his business prospects that morning that he needed to see. I wasn’t thrilled about that but I decided that it would be OK.

I actually felt it would show me how he operates in his current element. It didn’t take very long to see that the was an average representative at best. The first thing that he needed to do was stop for coffee. After that, he had to get gas for his car. After meeting several prospects and talking about nothing for 30 minutes, I told him that his time was done and it was time to begin real training.

Later on, some of the owners were asking me how he was. The only thing that I could say was. “This guy has no sense of urgency at all. He will never become a top performer in anything with this mentality.”

High-level success involves developing a sense of urgency. This requires an action orientation.

To become highly productive, it’s important to take the time to plan out and set your priorities. Once you have your goals set, you must put in an incredible amount of work and not waste time. Unfortunately, most people waste time working on things that don’t bring them any value.

Momentum plays a big part when it comes to success. When you work on your success plan and you stay consistent, it’s almost a magical thing how that positive momentum comes to fruition. Some people call it ‘being in the zone.’

Top level performers are those who get themselves into this state much more than anyone else. This is where your confidence is at a peak level and almost everything you’re doing seems effortless. it starts to become natural. The best way to develop this momentum is to have a sense of urgency.

This is something that’s inside of you. It is a burning desire to accomplish your goals and to get them done right now.

This is why it’s important to get rid of distractions and stop wasting time on things that are of no value.

In a sense, it is an impatience that motivates you to get going, and to keep going. Once you have clear focus on your goals and you have the sense of urgency, you start developing a readiness to take action. Most people talk about what they’re going to do. Having a sense of urgency makes you stop talking and start doing.

If you want to be at the top of your game, you must develop this mentality. Focus on specific steps that you need to take immediately.

Start right now and start right where you are. Concentrate on the things that you need to do right now which will help you to get the results that you want. Starting today, develop a sense of urgency.

No more wasting time and no more pretending that you are busy.

It is time to be productive and it is time to make a decision that your success cannot wait any longer. The time is going by and you might as well be successful. Your future is counting on you. 

Happy Selling,

David

Whether you are a sales rookie or an experienced veteran, these 10 sales stats will knock your socks off and perhaps inspire you to improve the way you sell.

From the Home Office in Beaverlick, Kentucky,

Here are Top 10 Mind-Blowing Sales Stats

10. 92% of all customer interactions happen over the phone.

We’ve heard the chants: “cold calling is dying.” But that doesn’t mean that’s true. Using the phone is still a powerful tool. One of the best salespeople I ever knew was glued to his phone yet never made a single cold call. He would spend 2 to 3 hours every day making “check-up calls” – calling old professional friends to (1) maintain relationships and (2) learn about developments in their companies which opened up potential new opportunities where he could help. Next time you see a friend change their job title on LinkedIn or hear about an old client in the news, pick up the phone and make that check-up call. 

9. It takes an average of 8 cold call attempts to reach a prospect.  

 Prospecting is hard and most of us hate it. But if you give up on a prospect after too few attempts, you are passing up a potential sale. Be persistent and determined. 

8. The best time to cold call is between 4:00 and 5:00 PM.

Many sales reps make the mistake of calling during lunch hours. It turns out that most people are not receptive of a sales call when they are on their break, so call in the late afternoon. 

7. 30-50% of sales go to the vendor that responds first.

Responsiveness is a key skill in sales. However, keep in mind that speed alone is not good enough. You have to be quick while providing a QUALITY response (i.e. answer all your prospects questions). 

6. 80% of sales require 5 follow-up calls after the meeting. 44% of sales reps give up after 1 follow-up. 

Just because you’ve got a foot in the door, doesn’t mean you’ve closed the sale. Keep up your persistence and do everything you can to stay connected with the prospect post your initial meeting. 

5. Thursday is the best day to prospect. Wednesday is the second best day. 

Don’t let this stat stop you from prospecting on Monday, Tuesday, Friday, and the weekend. Every day should be a prospecting day. 

4. Nearly 13% of all the jobs in the U.S. (1 in 8) are full time sales positions. 

Today, salespeople are more important than ever and the sales profession is nothing like the negative stereotype of the past. Sales reps that are smart, nimble, and continuously developing the right skills have a bright future ahead. The takeaway for job seekers? Learn to sell.

3. Over one trillion dollars (that’s nine zeros) are spent annually on sales forces. 

This is just another statistic that proves the emphasis businesses are making on their sales forces.

2. In a typical firm with 100-500 employees, an average of 7 people are involved in most buying decisions. 

It’s rare you’ll find yourself concerned with just one potential buyer in the sales process. Even in relatively simple transactions with smaller firms, you’ll likely come across multiple people playing different decision-making roles.

And the #1 Top 10 Mind-Blowing Sales Stat is …..

1. After a presentation, 63% of attendees remember stories. Only 5% remember statistics. 

Tell stories. Storytelling is one of the most powerful techniques salespeople have to communicate and motivate. Using stories to make a connection with a prospect can greatly increase your ability to close deals.

How has your product and service helped other companies?

Happy Selling,

David

I’m going to show you two very powerful ways in which a simple fish can help you sell. Here are two stories that will help you build the perfect sales environment, drive sales success and create a sales process that delivers results. Both stories focus around one simple thing….a fish!

Let’s start by visiting the fish market….

Years ago I was salesman for wholesale seafood company. Not long after I had started the owners decided to introduce FISH training. For those of you who haven’t heard of this, it’s a training program based on the famous Pike Place fish market in Seattle.

This particular fish stall is packed every single day with audiences of people who come to watch and buy from them. They choose them because they create a customer experience like no other. The energy, fun and positivity attract customers, creates business and builds customer loyalty.

I can’t count the amount of sales teams I’ve been bought in to support that have had the opposite approach. Their dull office environment, lack of culture and energy and minimal drive have a deteriorating impact on their sales pipeline and results.

Here is how I’ve taken inspiration from the fish market to help build successful sales teams:

1. Create the right sales office – In my opinion there is nothing more restricting for sales people than a chicken farm style office. Rows of bland boxed off desks that separate sales people. You need to create an office environment that creates energy, encourages creativity and drives productivity. This should include plenty of colour, an open environment where sales people can work together and feed off each others energy and creates fun.

2. All energy needs a source – It doesn’t have to be you as the sales manager/leader if it’s not your strongest point, but find a good source of energy. Someone who can help drive the fun every single day but driving fun that produces productivity and not distraction. Sales teams thrive on banter, jokes, laughing, having fun etc because it fuels them to make their calls, send emails, go to meetings.

3 Find the right people – When you recruit for sales people make sure they’re the right fit for your team and business. Put the wrong people in a good team and you’ll soon lose that spark. Be picky with those you select for your team, make sure they have the right skills, dynamic and energy.

4. Create an exceptional customer experience – Imagine you’re talking to someone who’s happy, engaging, enthusiastic and fun. Chances are you’ll enjoy the conversation and you’ll like the person you’re talking too. Now imagine a conversation with someone who’s dull, robotic and non engaging. Who do you think you’ll be likely to buy from? Make any engagement with your prospects or customers memorable ones, make them engaging and a positive experience. You want them to remember

5. Have lots of fun! – If you’re having fun, you’ll work hard. If you’re having fun, your customers will have fun. Now always keep the balance as too much fun can become distracting and non productive. I recently saw a bag of around 200 coloured “ball pit” balls bought into the office and all out ball throwing war started! The fun, energy and competitiveness that was created was amazing as well as the atmosphere. A side effect was then an increase in productivity, activity and results!

Now let’s go and do some real fishing….

The second story I want to share is from my first fishing trip. Now I don’t mind fishing, I enjoy the thrill of the catch but I do struggle a little with the patience part! Sitting around for hours waiting can be challenging. It’s also difficult knowing all the different types of fish, which I found out the hard way after catching and nearly touching a very poisonous fish!

When you fish the first you thing you do is make sure you have the right equipment. You then find a suitable fishing spot, bait your line, cast it in and wait. Once you get a bite you then have to carefully reel the fish in, giving caution not to let it slip away. Do all of the above and you’ll successfully catch a fish!

Whilst fishing I started to see the crazy similarity to a normal sales process. From getting ready, the process to the requirements to catching a fish it aligns well with a typical sale.

You need the right equipment – You won’t catch a fish with a toothbrush just as you won’t get the sale unless you have the right equipment. Whether it’s the right phone, computer, data, CRM, marketing etc.

Make sure you pick the right spot – A great example of this is the argument around social selling. There are absolutely industries and sectors that aren’t on social yet, so why waste time social selling to them? You need to find the place where the most prospects are and where they are likely to engage. That might be at networking events, via cold call, cold email, industry events etc.

You need the right bait – I’ve watched enough fishing documentaries to know there are a lot of different baits used to catch different fish! It’s the same in sales, you need to use the right prospecting method to catch the prospect you want. A cold call might work for a small business, but for a large business you may be better using a social approach.

Patience & Persistence – You need to have both patience and persistence. You need to be patient in waiting for a prospect to answer or reply but you also need to be persistent and not give up. It took me 2 calls a day for 3 months to finally get through to a prospect a few years back. Patience and persistence!

You need a process – The best fishermen have a strict process on what they do, when they do it and how they do it to help ensure success. If you don’t already, find or create the ideal customer journey from first contact to purchase and turn that into your sales process.

Practice makes perfect – The more you practice something the better you get. I’m not great at fishing I’ll admit to that (a job for anyone who wants to teach me!). However I know if I did it more I’d soon get good at it. My very first cold call was terrible, but after making thousands, I’m very good at it now. The same with my first meeting, pitch, close etc. The best fishermen are the ones who’s done it for months/years, who do it a lot, who have gained experience through practice.

And there it is, my two stories to help you sell with fish!

Happy Selling,

David

In the competitive world of sales, building strong rapport with prospects and customers is a vital skill that sets top performers apart. 

Rapport is the foundation of trust, understanding, and mutual respect, enabling salespeople to establish meaningful connections and drive successful outcomes. 

In today’s post, we will explore the best ways salespeople can cultivate and strengthen rapport today’s their prospects and customers, paving the way for long-term relationships and increased sales.

1. ACTIVE Listening

Active listening is an essential skill for building rapport. It involves giving undivided attention to prospects or customers, showing genuine interest in what they have to say, and demonstrating empathy. 

By actively listening, salespeople can uncover valuable insights about their needs, concerns, and motivations. It also helps them tailor their approach and responses effectively, fostering trust and rapport.

2. Establishing Common Ground 

Finding common ground with prospects is a powerful technique to build rapport. Whether it’s shared interests, experiences, or challenges, identifying commonalities creates a sense of connection and familiarity. 

Salespeople can use this knowledge to personalize conversations, demonstrate empathy, and build a foundation of trust that extends beyond the transactional nature of the sales process.

3. Understanding Emotional Intelligence

Emotional intelligence is the ability to recognize and understand emotions, both in oneself and in others. Salespeople with high emotional intelligence can effectively manage their emotions and navigate the emotional landscapes of their prospects. 

By recognizing and responding appropriately to emotions, salespeople can build rapport by fostering trust, showing empathy, and tailoring their communication style to individual preferences.

4. Building Trust and Credibility

Trust is the cornerstone of any successful sales relationship. Salespeople can build trust by demonstrating honesty, integrity, and transparency throughout their interactions. 

Sharing success stories, case studies, or testimonials can help establish credibility and reassure prospects or customers about the quality and reliability of the products or services being offered. Trust takes time to develop, but it is worth the investment.

5. Customizing the Sales Approach

Every prospect is unique, and a one-size-fits-all approach seldom works. Salespeople must tailor their approach to meet individual needs and preferences. This customization requires understanding the prospect’s or customer’s business, challenges, and goals, and aligning the sales pitch accordingly.

By demonstrating a genuine interest in their success and providing tailored solutions, salespeople can build strong rapport and increase the chances of a successful sale.

6. Consistent and Timely Communication 

Consistency and timeliness in communication are crucial for building rapport. Salespeople should maintain regular contact with their prospect, providing updates, answering queries promptly, and offering assistance when needed. 

By being reliable and responsive, salespeople demonstrate their commitment to their prospects & customers and reinforce the rapport they have established.

7. Nurturing Relationships

Successful salespeople understand that building rapport doesn’t end with closing a sale. They actively invest in nurturing relationships with their prospects over time. 

Regular check-ins, personalized follow-ups, and providing value-added resources can help maintain rapport and foster loyalty. By demonstrating ongoing support and genuine interest in their prospects and customers’ success, salespeople can solidify relationships and create opportunities for future sales.

8. Continual Learning and Self-Improvement

Sales is a dynamic field, and successful salespeople are lifelong learners. They seek to continually improve their skills and expand their knowledge base. By staying updated on industry trends, product enhancements, and customer preferences, salespeople can engage in meaningful conversations with prospects and customers, positioning themselves as trusted advisors. 

This commitment to self-improvement not only strengthens rapport but also boosts sales effectiveness.

Building strong rapport is the foundation of successful sales relationships. 

Salespeople who actively listen, establish common ground, demonstrate emotional intelligence, build trust and credibility, customize their approach, maintain consistent communication, nurture relationships, and pursue continual learning are well-equipped to create lasting connections with prospects and customers. 

By investing in rapport-building strategies, sales professionals can elevate their performance, foster loyalty, and achieve long-term sales success.

Happy Selling,

David

In this hustle and bustle world, many people wake up in the morning feeling overwhelmed. They start their day out stressed out remembering all the things they have to do. It’s easy to get caught in this trap.

Even though far too many people are living this way, I want to encourage you and let you know that thankfully you do not have to feel this way. You have a choice.

Here’s the good news!
You have complete control over your thoughts. The truth is that our thoughts create our emotions. You have an amazing power to start your day on a super positive note each and every day. It’s all about getting yourself in the right mindset.

Since our thoughts create our emotions, it makes sense to start having more positive and happy thoughts. One of the worst mistakes people can do is watch the news before they go to bed. Far too many people do that and they wonder why they have nightmares and they are not sleeping very well.
Start thinking about the things you love to do that make you happy. Visualize yourself achieving some of your wonderful dreams and aspirations.

Going forward, I’d like to encourage you to end each day with gratitude and wake up each morning with gratitude. In today’s world, it’s easy to get caught in the trap of negative thinking and by doing that, we forget how good we really do have it. Spend time each morning focusing on five things that you are truly grateful for. This will shift your whole mindset and will allow you to start your day in a positive way. It’s important to make this a daily habit.

Starting your day off positive also includes making sure you take care of your body. By doing that, it helps put your mind in the proper place. Relax your body and remove stress and anxiety. This is an important ingredient in feeling positive every day.

Get in the habit of waking up early so that you are not rushing around trying to get things done. Eat a delicious healthy breakfast and enjoy it. Establish a quiet time in your morning routine. Instead of checking out all the social media, read some positive inspiration. Listen to some motivational podcasts that will get you focused on having a successful day.

When you create a morning success routine, you are setting the tone to having an amazing day. Go for a walk or a jog and notice the beauty of this world. Make sure you are enjoying the journey of success.
It’s truly the little things that make a difference. When I wake up in the morning, one of our dogs likes to get up and hang out with me. He enjoys the morning walks just as much as I do. Watching him puts a smile upon my face.
Starting today and every day going forward, ask yourself this question when you wake up in the morning “What can I do to make this day an amazing and awesome day?” This reminds you that you are in control of how your day goes and how your attitude is. Once you have done this, do the things that will make your day awesome!

Now look in the mirror and SMILE at yourself.

Do this every single morning and I guarantee you it will change your whole mood and your outlook for the entire day. What a great power we have! Isn’t it awesome!

You have the power to choose on what kind of attitude you are going to have each day. Choose to wake up positive and enjoy this awesome day! Every day is a gift. Never take that for granted. Now go out and make it happen!

Happy Selling,

David

What a year this has been! Somehow, we’re already rapidly approaching the end of the year as we progress into Q4. As an sales professional you may be feeling rushed, pressured, or even stressed about achieving your final goals for the year. 

Know that you’re not alone. Many sales professionals and sales struggle to balance the hustle and bustle of the impending holiday season with meeting their fourth quarter goals. Here are three tips to help you find that balance as we close out this year.

1. Organize & Prioritize

Our first tip to help you stay on track this month is to get organized and prioritize your upcoming tasks. Here are a few ways to do this:

• Schedule your time, all in one place.
  Take some time to sit down with your calendar and set your work and holiday schedule. (Color-coding can help your schedule not look too overwhelming.) Start by blocking out any vacation time you are taking around the holidays, so you’ll know those times are off-limits for work. Then, block out time for appointments, meetings, presentations, and administrative tasks.
  
  For example, maybe you decide that from 8am – 9am every day, you’ll respond to emails, voicemails, and organize your daily agenda. From 9am – 12pm, you’ll make calls to existing or new merchants. Block each of those sections of time on your calendar and do your best to stick to them as you move through the next few weeks. (And yes, when it’s time to sign off for the holidays, sign off!)
  
• Assess your list of opportunities.
  If you find yourself putting a lot of work into one opportunity, you might be neglecting another. Do your best to spread the wealth and give attention to each opportunity before the end of the year. Their answer might be “not right now”, but that’s not necessarily a ‘NO’. By at least contacting these opportunities before the end of the year, you have a better chance of being top-of-mind for them in 2024.
  
• Remove distractions.
  This coincides with the first notion we shared on this list. When you’re sitting down in the morning to complete your administrative tasks or working on finishing up those calls before lunch, try not to get distracted. Of course, some distractions are inevitable, but others are completely avoidable.
  
  For example, if you’re using a desk phone or work cell phone to make your cold calls, put your personal cell phone in a drawer or somewhere out of sight. You can still keep the sound on in case an important call comes in, but by putting it out of sight you eliminate the possibility of being distracted by an incoming text or notification. Another way to reduce distraction is to only open the apps or pages necessary for completing the task at hand on your computer. This way, you won’t be tempted to click over to Twitter or Facebook in the middle of your focused time.

2. Take Breaks When You Need Them

Human attention spans are shorter than they’ve ever been. According to Google, the average human attention span is dwindling, and decreased from 12 seconds in 2010 to only 8 seconds in 2021. (The average attention span of a goldfish is 9 seconds, to put that in perspective.)

Now, studies have also shown that the average amount of time we can focus on a single task at work is about 20 minutes. Knowing how much intense focus time your brain can handle will be an important part of maximizing your sales efforts this month. Don’t be afraid to take breaks when you need them.

If you’re starting to feel mentally exhausted, get up and move around. Go for a walk around the neighborhood, get up and stretch, or step away from your desk for a few minutes to get a cup of coffee. Even a short break can help you clear your mind and come back to your desk ready to continue with the day.

Remember in tip one when we said to block out time on your schedule? When you’re scheduling out your weeks, don’t forget to also set aside “me time”.

This is the time during the day when you do something you love that brings you joy. Maybe it’s practicing an instrument, playing outside with your dog, doing a craft with your kids, or simply sitting in the quiet with a good book. Physically blocking out this break in your calendar will help you make time for yourself in this busy season.

3. Maintain Positivity

Did you know that your mental attitude directly influences your work and overall health? Therefore, it’s important to approach each day with positivity.

With all the uncertainty in our lives right now, it’s easy to fall into a negative mindset. Many merchants have pulled the purse strings even tighter than usual during 2021 and 2022. Because of this, you might feel trapped in a whirlpool of ‘NO’. Be careful not to let these feelings discourage you from ending the quarter on a high note!

Try training yourself to think positively when you start to feel discouraged. Focus on turning disadvantages into advantages and appreciating what you already have, instead of dwelling on what you lack.

Hopefully, you will find these tips and ideas helpful as you work to close this quarter out strong. We wish you a joyous holiday season and a prosperous New Year!

Happy Selling,

David

Hitting your sales target isn’t easy. In fact many reports show anywhere between 50-70% of salespeople are NOT hitting their sales targets at the moment.

Well I want to try and change that and help YOU hit MORE  of your sales goals.

Today we have been digging deep to find the top 10 sales tips out there that will help you and your sales target this month, this quarter and this year.

From the Home office in Gold, Texas, Here are

The Top 10 Tips to Always Hit Your Targets

10. Start Asking For MORE (or just ANY) Referrals

Some of the best, and highest converting, opportunities are those that come from referrals. There are companies that report referrals converting up to 70% of the time with 49% of companies saying that referrals have been their most effective tactic recently. With all that being said, SO MANY salespeople are either not asking for ANY or not asking for enough. One of the main reasons salespeople don’t ask for them is fear. They’ve only just asked for the close which was scary enough, now you want them to ask for MORE?! This is easily solved by highlighting one big truth, people LIKE giving referrals, it makes them feel good. So when you ask your customers for a referral, they feel good (not bad), giving you some.

9. Know When To Walk AWAY From An Opportunity

Saying NO is one of the most powerful things you can do to sell more (as hard as that may be to believe). So many salespeople are weighed down by prospects and pipeline that will simply never convert, and by walking away from bad or weak opportunities, you’re then able to put more time and effort into ones that WILL close. Do a full pipeline audit each and every month to look at which opportunities are likely to convert, or are not likely to convert. Prioritize your time on those you genuinely feel with close, allowing you to give them the time and effort needed to close them.

8. Start Generating Your OWN (Good) Leads

Everyone working in any and every sales position should be hungry and out there generating their own leads. Not waiting on them to magically appear. If you want to sell more then you’re going to need more leads and opportunities to do so. The best salespeople don’t wait around for others, they’re out there always looking for good opportunities.

Whether it’s picking up the phone and making more calls, sending more emails, leveraging LinkedIn, sending video messages, the list goes on.

I’d recommend reading/listening to “Fanatical Prospecting” by Jeb Blount, “High Profit Prospecting” by Mark Hunter and “The Ultimate LinkedIn Sales Guide” by Daniel Disney for the best lead-generating and prospecting advice.

7. Try Selling OUTSIDE Of Office Working Hours (9-5)

Look, here is the reality, most of your prospects and target decision makers are the busiest during office working hours (Monday – Friday 9-5), yet this is the time most salespeople are hired and told to work. This is why you’ll struggle to reach most of them. What this does do however is create an opportunity, and top performing salespeople all over the world also prospect and follow up OUTSIDE of office hours. It might be making calls, sending emails or messages between 07:00 – 09:00 or sending them between 5:00 – 9:00 PM Many decision makers will still be at work during those times, but a lot less likely to be in meetings or wrapped up in work tasks and so can often be more responsive, likely to answer calls and more likely to reply to you.

6. Try Overcoming A Few More OBJECTIONS

It can sometimes take just overcoming ONE more objection to win a sale, yet so many salespeople buckle or fall at objections. You want to become an objection master, to never fear them but to be fully prepared for them. You want to be able to overcome any and all objections that come your way. A top tip is to create a list of AS MANY of your common objections as possible and then underneath each one, have potential ways to overcome them. Print this list and have it accessible every time you’re speaking to your prospects and customers. Just remember, each objection you overcome gets you closer to the sale, and could be the one objection they have that will then make them feel ready to buy.

5. Ask What Is Holding Deals Back From CLOSING

Most of you reading this will have deals in your pipeline that aren’t closing, some of which you’ll be struggling to even get a response back from them. One of the most effective ways to get responses is to just ask them outright what is holding them back. Ask them what is holding them back from moving forward, what concerns or questions do they have. A lot of prospects aren’t going to just come to you with their problems or challenges, YOU need to ask them. Try it on a phone call, through an email or through a LinkedIn message or just plain show up and ask. That way you can close the deal or move to the next opportunity.

4. Use Your CRM To Its Full Potential To Sell More

I know, I know, using your CRM is NOT a fun (this might be because you don’t actually have a good CRM at the moment). BUT, when you use your CRM properly it can help you sell more effectively and sell more full stop.

Some CRM’s boast increasing new accounts by double digits, some seeing revenue soar by 40%+. Use your CRM (or start using a better one) properly, start storing better information, use it to manage your pipeline better, but more importantly use it to serve your customers better.

3. Stop Selling And Start Helping Your CUSTOMERS Win

If you want to sell more, you have to stop selling and start helping. Don’t focus on selling a product, focus on solving a problem. Whether you’re writing a sales email or a sales message, start making the content about how THEY will benefit, how THEY will win. People don’t care about what you’re selling, unless you can show them how they will benefit from buying it.

2. Know Who Your QUICK Wins Are

Every salesperson has them, a type of customer that is easier to create and close compared to others. It could be a specific industry, or job title, but look for the patterns and find the customers that are easier and quicker to win.

And the #1 Top 10 Tip to Always Hit Your Target is…

1. Remember Your ABC And Your ABP…

A lot of you will know what ABC means in sales, Always Be Closing, but there is an equally important 2nd version, ABP, The 7th tenet of the MMA’s Always Be PROSPECTING. Every day, every single minute that you are working, you need to be focused on prospecting new opportunities and closing existing ones. Every activity, every conversation, every task, your focus is on those 2 core outcomes. Closing sales and creating new ones. The best salespeople are constantly feeding their pipeline and constantly closing as well.

I’m sure these tips will help you close more deals and reach your goal to close the year stong.

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