Author: David Matney

If you guys haven’t figured it out, I have a passion for new people in this business. I still am a new person really.  But I finally broke the barrier that many are blinded by today and I want to encourage newer people to do the same and not make quitting a quit. The #1 way to make it is through year one is by developing good habits and killing old habits. 

Here are some having building tips:

1. Have a partner.  Habits are easier when two or more are focused on developing them together. If you don’t have a partner, I’ll bet there is someone in your shoes in this group who thinks about quitting daily and would love to go through the process of this business together.  

2. Practice a “clean slate policy.”  When you get behind, miss a day, or discover what doesn’t work for you, wipe the slate clean, forgive yourself and start again.  

3. Pursue progress, not perfection.  As we discussed yesterday we need to keep making progress. Consistency matters way more than doing it perfectly.

4. Shrink the challenge.  If you stop practicing the habit, chances are you’ve set a goal that’s bigger than the time and energy you have available.  Try shrinking the task until you’re 90% sure you can do it.  

5. Keep going, even when you don’t see progress.  Small habits, maintained over a long period, can lead to lasting change. 

6. Take as long as you need.  Don’t just complete the plan.  Aim to build lifelong habits. 

7. Have fun.  Experiment.  Be curious.  Take habits seriously, but approach them playfully.  Aim to learn about what works for you and what doesn’t.  Enjoy the process.  

Never forget to act with integrity and think long term.  We have one of the best opportunities in America. But it ain’t easy. Have a great day everyone.

Happy Selling,

David

The older I become, the more I realize the importance of constantly progressing. No matter what level that we reach in life, we must continue to grow. Whatever we do, both personally and professionally, improvement should always be our goal.

If you want to have continuous joy and fulfillment in your life, you must make a commitment to always keep progressing. The happiest people I know are the ones that continue to grow. 

Setting goals and achieving them will always be exciting. Make sure that you are enjoying the journey and celebrating your successes. However, it’s important to not become, complacent. The thing that will give you long-term happiness is knowing that you are continuing to progress.

Make a commitment to be constantly setting new goals. Achieving goals is always satisfying but, the truth is, the satisfaction is temporary. When you reach one level of success, you will see that there is always another level. I’m not talking about just financially. I am referring to all areas of life. The levels never end. Constantly improving and growing and reaching new levels will bring you happiness. 

We will all go through changes in life. Change is automatic, change is unavoidable but progress is not. Success is a journey, and you must continuously choose to create a life that you love. When you progress, you look forward to getting up in the morning. You have a purpose, because you are constantly growing, giving, serving, and making a difference.

Remember, this has nothing to do with your feelings. Make a decision to feel good for no reason. Wake up each morning with goals set for the day. Choose to progress and to go out and make it happen. 

The bottom line is that progress equals joy and happiness. Perhaps, you may not be where you want to be in your life yet. If you’re improving and you are making progress, keep going! Do not look back! Keep improving and keep progressing. That’s how you achieve true fulfillment.

What I have found is that life is not just about achieving the goals. Life is about the person you become while pursuing those goals. By making a commitment to keep progressing and keep improving, you will become much more fulfilled.

Starting today, Monday, make a commitment to continuously, improve your business, your relationships, fitness, and your overall health. Live a life filled with joy, happiness, gratitude, and fulfillment. No matter what level that you achieve, continue to move to the next level and truly enjoy this wonderful journey called life.

Happy Selling,

David

We all know the world of merchant service sales is filled with people who couldn’t handle the demands and pressures of the job. Did you know that nearly 21% of the entire U.S. workforce is made up of salespeople from all different backgrounds, studies suggest that over 55% of sales reps shouldn’t be in their positions. These numbers may seem staggering to an outsider, but it wouldn’t take much to convince anyone who has spent significant time in sales that they’re accurate. The point  to all of this is that achieving success in sales isn’t as easy as most people think. There are tools, which help you make more money but ultimately it’s the salesperson’s responsibility to sink or swim. 

Real salespeople know this, and become frustrated with the general public’s misunderstanding of our career, and the way some people treat those of us who work in  this world of sales. Below is this weeks 

 From the home office in Ding Dong, Texas, Here are the

Top 10 Things sales people are Sick & Tired of Hearing.

10. I’m getting a better deal somewhere else – People love telling salespeople that they’re getting a better deal somewhere else. Sometimes it’s true, sometimes it’s a negotiating tactic, and sometimes they’re just plain wrong. But when a salesperson hears those words from a customer’s mouth, unless they have the ability to defuse the lame objection, the immediate reaction is to say “That sounds like a great deal, you should take it!”… Rookies.

9. You’re all dishonest – Believing that all salespeople are dishonest is like believing that all college grads cheated their way through school. A small segment of salespeople who conduct business dishonestly and unethically give the others a bad name, but most salespeople are simply hardworking folks trying to feed their families.

8. I’d be great at sales – Whenever someone who has never worked in sales says that they’d be great at it, salespeople cringe because the person usually has absolutely no idea what it takes to succeed. Just because someone is outgoing, or good at talking to people doesn’t mean that they could even survive in a sales role, let alone be great at it. Sales isn’t for the faint of heart.

7.  I don’t want to play games – Let’s be honest here. Any customer who says that they don’t want to play any games is about to start playing so many games with you that you’ll think you’re a supporting actor in one of those Saw movies. The types of people who talk like that are usually projecting their behaviors onto you, so don’t be surprised if when they say that, you’re quietly thinking to yourself  “Let the games begin.”

6.  Why didn’t you get an education? – People oftentimes incorrectly assume that salespeople are uneducated. While some salespeople don’t have college degrees, many of them do, and some even have advanced engineering or medical degrees as well. But even the salespeople who haven’t attended college become educated on their respective products, and the best of the best become experts and influencers in their space.

5.  But I read something different online – Some prospects and merchants are woefully misinformed about our services and products, and don’t believe salespeople when we try to help them understand. The internet can cause all sorts of misunderstandings when it comes to pricing, product information, and availability. The upside is that an educated customer has the intention to buy, the downside is that they oftentimes think they know more about your product and pricing than you do. Moral of the story, a lot of what read online are teaser rates and information to get you to respond.

4. Can’t you just give me a bigger discount or lower rates? – People always want a discounts and lower rates and you can’t blame them for it. But what you can blame them for is a lack of understanding that not only does the salesperson oftentimes have little control over pricing, but that we have bills to pay too! When someone asks for freebies, it makes you want to show up at their job during the day and ask them how they’d like to work for free.

3. I’ll definitely call you back – One of the first things a new salesperson learns is that the customer almost never, ever call back. Most people promise to call back because they don’t have the courage to let the salesperson know that they’re not interested, or are afraid of some sort of confrontation, but one thing is for sure: the overwhelming majority of people who say they’ll call or come back never do, and  like we discussed many times before most sales people never, never, ever follow up. sigh….

2.  Do you know who I am? – If you’ve ever worked in any customer-facing role, you’ll come across these type of people every now and then. Not only are they nearly impossible to please, they think that because they know someone, or work somewhere, or are someone’s relative that they are entitled to the world, and that all salespeople should bow before their majesty. Not going to happen, very quickly walk away.

And the #1 Thing Merchant Salespeople are Sick and Tired of Hearing

1. I used to work in sales, I know all of the tricks – When a customer says this, it’s safe to say that they were probably the worst salesperson to work with, and probably didn’t know what they were doing. There’s a big debate over whether other salespeople are the easiest or the most difficult to sell to, and the answer is both. Good salespeople are the easiest to sell to because they understand the game, bad salespeople are the most difficult to sell to because they don’t.

So there you have Top 10 Things sales people are Sick & Tired of Hearing.

Did I miss one? Let me know at the email below.

Have a great weekend,

David

The confident salesperson is naturally more efficient and more effective than the salesperson who’s not. Lack of confidence is one of the things that I’ve identified in surveys I’ve done for thousands of salespeople as to why they don’t prospect. 

How do you overcome a lack of confidence?

Here are six ways expert sellers stay self-assured and crowd out the doubt.

1. Create a success list. 

Take a piece of paper and write down all the successes you’ve had in sales. I don’t care if it has something to do with prospecting or not. Write it down, and look at it and give yourself a big hug or pat on the back and think, I’m actually very good. I do a great job. I do a great job…negotiating deals….getting contracts signed… etc. 

2. Surround yourself with positive people. 

You can’t afford to spend time with Negative Nelly. Or a Pity Pete.  We become the sum of the five people we associate with the most. That came from Jim Rohn, one of the master motivators. So I want you to surround yourself with positive people.  Monitor your influences. You need to be very careful of what news you watch or what social media you consume, too. Pay attention. 

3. Set achievable goals. 

You may have this unbelievable number that you need to attain by the end of the year. Instead, set a goal that you can achieve.  The goal you can achieve might be just making five phone calls today. It might be closing one sale. It might be getting X percent of business. That’s okay. 

And you know what happens when you achieve a goal? You actually become more motivated, and motivation creates momentum. Momentum creates confidence. When I’m working with salespeople who are struggling, I say, “Just make two phone calls.” That’s your achievable goal. Then tomorrow, make three or four, just slowly increase it.  

4. Believe in yourself. 

Every one of these pieces up to this point has been about helping you to believe in yourself. If you don’t believe in yourself, why would your prospects believe in you? 

Have you ever been around people who just have an ability to attract other people to themselves? It’s because they have a level of confidence. I’m not talking about arrogance. No, arrogance has no place. I’m referring to a kind of confidence in which they know they can help people, know what their objectives are, what their goals are, and have a plan to do it. 

5. Be consistent. 

One of the best ways to become confident is by being absolutely consistent in your activities. I like to exercise, and when I’m getting ready, I have to be very consistent in my habits. Otherwise, I’m not going to believe in or be confident in myself. But when I’ve been able to get out and achieve the mileage and the repetition I need, I come into that race very confident, and I’m able to complete that run. 

It’s amazing how being consistent in your activities goes a long way to creating confidence.

6. Celebrate your wins. 

Regardless of how big or small, every day celebrate your win(s).  Your win today may be having one phone call returned or one really great email. Celebrate it.

Too many times people only celebrate big wins. Then they feel, Well, somebody else got a bigger win… Well, I can’t sell.  Celebrate your wins, and watch your success grow.

Happy Selling,

David

One of the big keys in having success is to never quit. It’s important to understand that no matter what journey of success you are on, you will have many difficulties.

Failure will be part of your journey. There will be several times when you feel like throwing in the towel.

Always remember this: if you quit once, it becomes a habit. No matter what, never quit. Quitting definitely can become a habit. Justifying quitting is a skill. What we work on now and practice allows us to become better. If you keep quitting now, you’re actually developing skills that will make you quit in the future.For all the parents out there, let me encourage you to teach your children the importance of follow-through and never giving up. If we allow our children to quit something because they’re bored or it’s harder than what they thought it would be, you are actually teaching them the habit of quitting. I guarantee you, they will take this habit into adulthood.
Perhaps, you have found yourself trapped in this habit. It’s not too late. If you woke up this morning, you can definitely change. You have to find internal motivation to keep going when you feel like giving up.

The first step is to identify your WHY.

Whenever you feel like quitting, you have to remind yourself why you started in the first place. Be clear on exactly what you want to do and then make the commitment. It’s going to take time and effort to achieve your goals.If things don’t seem to be going your way, sometimes you have to find a different way to do things. Do not lose the goal. You may simply have to change the plan.
The road to success is always under construction. Things will never be perfect. Never allow this to hold you back. It is much better to begin to do something and fail than wait for things to be perfect before you start. The important thing is to start right now and start right where you are. Do not wait for the perfect time and do not wait until you feel you are 100% ready. Today is the day to begin.
Remind yourself throughout your success journey that the failures and the challenges will come. This way when they do, it is not a surprise. Use these challenges to help you to become better. This is all part of the learning process.

Never listen to the naysayers. You will have people standing on the sideline waiting to tell you “I told you so.” Do not give them that satisfaction. Unfortunately, there are others out there that want to see you fail. You must surround yourself with winners and mentors. You need people that are going to encourage you and support you. Find the people that are in life where you want to be and learn from them. Winners hang around with winners. Choose to be a winner.

You have a dream and it was put there for a reason. Your opportunity is staring at you right in your face. It’s time to make it happen and never look back. From this day forward, quitting is never an option. Go out and make it happen and never give up. Your future self will thank you!

Happy selling,

David

When it comes to the sales industry, persistence is key to closing sales. Think about it, what sets you apart from other sales agents? Maybe some have more knowledge, years of experience, degrees, or even charm. But is that dictating the number of sales they close? No. At the end of the day, a persistent sales agent will outperform even the most charismatic agent. So, why is this?

A persistent salesperson knows what it means to close the deal without being pushy. They can push past countless NO’s to get to the golden YES. 

As a salesperson, if you’re not persistent, you’re timid. And timid salespeople don’t close sales or take home a bonus. If your primary objective is to close deals and achieve your sales goals, you’re not going to get there by being timid. Let’s first take a look at the following scenario of why persistence is key to closing sales.

Persistent Peter vs. Timid Timothy (Scenario)

Peter and Timothy have worked in the sales department at the same company for 6 months and have their semi-annual review coming up. The two come from very different backgrounds. Peter does not have a degree but has experience working at his dad’s local auto shop. This was his first actual sales job. Meanwhile, Timothy graduated with a communications degree and was previously a retail sales manager. 

Let’s take a look at how each handled their jobs.

Persistent Peter

Peter has a fire and grit in him to get the sale at any cost. However, he makes sure to use the right methods so he can work smarter, not harder. Peter calls each prospect within 5 minutes to ensure he’s getting the best possibility of making contact. If they don’t answer, he doesn’t let this discourage him, instead, he leaves a short and sweet voicemail to gain their attention. He’s still hearing crickets, so he makes sure the next time he calls it’s at an ideal time that works for the prospect. If he again gets no reply, he leaves a voicemail and makes sure to make another 6 call attempts that week. During this time, there are also automated texts and emails that the prospect will be receiving. 

Peter understands that every lead is different, some are barely starting their search while others are in urgent need. But he continues to call fast, call often, and calls every lead to get the best close rate. 

Timid Timothy

Timothy has the desire to make the sale but is often too timid. He understands his company would like him to call the lead fast, but unknowingly, he will find an excuse to put it off. If a prospect comes in at 11:45 am, he decides he’ll just call them at 1 pm because his lunch starts soon, and he assumes they’ll probably also be busy with lunch. He rationalizes that they’re also receiving an automated text and email, so he should be fine, and they’ll be happy he waited. He returns from lunch and makes the call, he doesn’t hear back, so he leaves a voicemail. He calls back again at an optimum time and does not hear back. He again leaves a voicemail. Instead of making at least 6 call attempts, he gives it one more go and then labels the lead as cold. 

Most of Timothy’s thoughts are about whether he is bothering the lead. He does not want to overstep but instead isn’t getting noticed. He cares about politeness, or if the prospect is busy and loses sight that this is a person with a need that he could help fulfill if he were more persistent with his sales technique. 

Persistence Drives Results 

While the scenario may seem self-explanatory, it would surprise many business owners to know just how much persistence plays a role in the success of their company. Many are also shocked that most of their team may fall under Timid Timothy’s. For example, a study from Dartnell Corp found that 48 percent of salespeople quit after the first contact. This statistic is eye-opening because it shows your team isn’t made of Politely Persistent Peters as you thought. 

Politely Persistent vs Being Pushy 

Before we delve into how persistent sales tactics pay off, it’s essential to distinguish the difference between being persistent and being pushy. Because NOBODY likes a pushy salesperson. The only difference between being pushy and a persistent salesperson is how they communicate. There’s a difference between seeing 6 emails and multiple emails stating “Let’s get you SALESSSS!” and a voicemail that addresses the individual, makes it personal, along with detailed and educational emails.  

Tips to be persistent and not pushy:

• Bonding and Rapport: Build meaningful relationships and connections with each prospect you call. 
• Be brief and clear with your messaging. 
• Ask for follow-ups. 

3 Benefits of Being Persistent

1. Gain Long Term Clients

When in search of gaining quality leads “dream clients,” they often require persistence. The buyer understands that many suppliers offer similar services, so to win their business you need to be persistent and constant during their decision-making. Once onboard, you will have already developed a strong connection with them and are likely to convert them into long-term clients. 

2. Overcome Rejection

Rejection hurts, but it hurts a bit less for persistent salespeople. Each time a timid timothy faces rejection it hits them just as hard because they’re reluctant to even get to that stage. When you’re persistent, you have faced it enough to know that it’s needed to get to your final destination. Persistent salespeople know to not take “no’s” to heart. Instead, they use it to fine-tune their persuasion skills and work to better communicate with the next prospect. 

3. Creates a Great Team 

The cool thing about persistent salespeople is that they’re contagious (in a good way). Other salespeople can see their success and work toward not being so timid when it comes to calling or emailing clients. In addition, adding persistent sales techniques to your teams’ onboard training can help streamline them into success. 

Let’s check back into the Politely Persistent Peter and Timid Timothy scenario:

Although only 6 months in, Peter received a raise for his excellent performance at the company during his review. In addition, the company took Peter’s approach as a learning example and is now focused on implementing sales techniques and guides on being persistent with new hires. This way, even if you begin as a Timid Timothy, you’ll soon become a Triumphant Timothy. 

In sales, persistence is key to closing sales, particularly when generating qualified sales leads. It’s vital to improve your sales strategies to close more deals. This reminds me of a quote from Ray Kroc the founder of McDonalds, “Nothing in the world can take the place of persistence. Talent will not; nothing is more common that unsuccessful individuals with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent.”

Happy Selling,

David

So many people are looking for the secret formula when it comes to success. There are thousands of posts all over the Internet promising you the secrets of how to be successful. 

I have made it a habit to listen to inspirational videos each morning to start my day. Even the ads that come on will have so-called entrepreneurs ready to teach you how to become a millionaire with their secret formulas. Just send them the money and they will show you how easy it is. 

What I have come to learn over my career, especially after reading dozens of Internet posts about discovering the secrets to success, is THERE ARE NO SECRETS.

Let’s be crystal clear here. No matter what anybody tells you or tries to sell you, there is no such thing as a get rich quick scheme. You will not become a multimillionaire just by putting in a few hours a week, or even a day, into an opportunity. Part time effort equals part time results.

Here is my simple and philosophical theory. If you want to have incredible success, you have to be consistent and you must work smart and hard. You have to put in the time. Success isn’t always about talent or being great. It’s all about being consistent. If you put in consistent, hard work over a period of time, greatness will come. 

  Whether your goal is to be a top performer in the business world, getting in excellent physical shape, or becoming a better spouse, or parent, you have to put in the time and be consistent in your approach. When you do this and commit to the long-haul, your rewards will come.

Success takes patience, and a strong belief in one’s self. The desire to succeed is an important key to achieving big goals. Whatever opportunity comes your way, you must believe in what you do and the service that you provide. This will give you inspiration on a daily basis.

You have an amazing opportunity. The question is.. “What are you going to do with it?” Your opportunity can be life-changing. When you first begin, it’s going to be difficult. The truth is, most people give up and settle for a life of mediocrity. You are better than that! There will be times when you feel like throwing in the towel. That’s not an option for you. Never give up and never quit!  You have to keep setting goals, and you have to commit to continuous growth, no matter what level you achieve.

  If you were to survey top performers and high-level earners and ask them what their secret formula was, all of them will tell you that they never gave up. They worked hard consistently and they went after their dreams. It’s as simple as that.

Starting today, reevaluate your goals on what you want out of life. Take complete advantage of all your opportunities and go for it. Remember, there are no shortcuts and no secret formulas. You have the opportunity and you have the talent. It’s time to go for it and reach your maximum potential.

Use the GOYA formula, ( GET OFF YOUR you know what). Work hard consistently and don’t look back. 

Your future self will be thanking you. You’ve got this! This is your time! Go out and make it happen!

Happy Selling,

David

Once you get out of your comfort zone and start taking risks, you learn to establish new goals and build fresh, achievable dreams.

Life feels secure and comfortable when we are living in our comfort zone. Finding the motivation to leave is difficult more often than we’d like to acknowledge. However, the more we stay in our comfort zones, the more chances we lose to truly engage with human experience. 

It requires willpower and a shift in perspective to learn how to step outside of your comfort zone. Each action you take to zone out of your comfort zone results in achievement, learning, and personal development. 

What Should You Expect When Coming Out Of Your Comfort Zone? 

Overcome the Fear Of Uncertainty 

Everything is predictable where you feel safe, which gives you a sense of security. Uncertainty confronts you whenever you consider moving outside of your comfort zone. So, even when you are aware that you have gone beyond your comfort zone, fear prevents you from taking action. 

A Desire For Comfort 

The comfort zone has a powerful draw, even when we wish to improve. People will naturally want to stay there because it is convenient and safe. However, being there also means never developing or evolving. We frequently overlook the danger of taking no chances. In other words, you risk missing out on the life you could have had. 

Have A Fixed Mindset 

When you think in terms of a fixed mindset, you convince yourself that you are incapable of performing or achieving something. As a result, you become less motivated to seek out opportunities to develop and learn new skills. Instead, you use your abilities as a justification to continue existing in your current position, saying things like, “I can’t do that” or “That’s not something I’m skilled at.” This method of thinking allows you to avoid difficulties and problems by keeping you in your comfort zone. 

Create Routine Habits 

Because our behaviour is ingrained, changing it successfully can be challenging. We fall into set habits as a result of repeatedly engaging in specific actions. The first step toward long-term behavioural change is a strong willingness to change. 

Regardless of how well you perform, getting out of your comfort zone and taking risks is where you learn to establish new goals and adhere to them. To push yourself out of your comfort zone, here are a few things you can do. 

From the Home office in Comfort Texas, Here are

The Top 10 Things To Do To Get Out Of Your Comfort Zone 

10. Talk To A Stranger 

Strike up a conversation with a total stranger! By doing this, you reach the learning zone and the fear zone simultaneously. And the best part is, you might leave the conversation having made a new friend or having learned something. 

9. Start A Creative Project 

One of the most enjoyable and fulfilling mental tasks you can do is creative work. Being creative involves taking risks and gaining knowledge in unfamiliar settings. 

8. Every Day Is A New Learning Experience 

Consider every day an opportunity to gain new knowledge. Keep in mind that only by moving outside your comfort zone can this happen. You can achieve this by consistently attempting to uncover ways to advance. 

7. Record Yourself 

It can be an introvert’s worst fear to appear in front of the camera. However, it can also aid in improving language skills and self-confidence. The secret is to engage in activities that you enjoy so much that you ignore the camera. It could feel a little awkward at first, but if you persevere, your abilities will probably progress! 

6. Compliment People 

Giving compliments can be challenging, especially if we’re not used to doing so. But if offered at the appropriate time, a thoughtful compliment can brighten the day. 

5. Reframe Your Anxiety 

Why not make a change instead of having to deal with your fear and tension over leaving your comfort zone? Remove the distinction between “good” and “bad” the next time you feel awful about trying anything new. Just seize the emotion and channel it into your newest and greatest pastime with ease. 

4. Coach Yourself Through New Uncomfortable Situations 

When going beyond your comfort zone, tell yourself motivating, uplifting things. To increase its effectiveness, use the first person and your name. 

3. Take Over A Stage 

In terms of public speaking, 77% of people experience some level of anxiety. Why not attempt going on stage to face your fears? Public speaking will help you overcome your fear over time and strengthen your neuroplasticity, enabling you to push yourself outside of your comfort zone in other spheres of your life. 

2. Practice Deep Breathing And Meditation 

As you inhale deeply, concentrate on letting fresh air fill your tummy. Imagine taking a confidence-filled breath as you do. Once you’ve absorbed all of this confidence, it won’t go away. You should exhale and do the same with your insecurities. Since feelings of worry, insecurity, or anxiety won’t be as distracting, this will let you unwind and genuinely enjoy life’s new challenges. 

And the #1 Things To Do To Get Out Of Your Comfort Zone is…

1. Find Your People 

The saying “It takes a village to raise a child” may be familiar to you. There is always a community in place to make sure that you are supported, whether you want to go kayaking, eat healthier, exercise, stop doing something, or start something. It is important that you surround yourself with people who support and inspire you as you take on this new endeavour.  

It’s safe, comfortable, and less stressful to live a life in your comfort zone. But as Nelson Mandela famously said, “There is no passion to be found playing small — in settling for a life that is less than the one you are capable of living.”

Your transformation and professional growth are the results of this. Leaving your comfort zone opens up new opportunities and creative resources for you to use as you go towards your growth zone. You can live the life you’re capable of living just by learning how to step outside of your comfort zone. Find what inspires you, then push yourself progressively. 

Have a great weekend,

David

When it comes to the best of the best, it’s easy to land on the Navy SEALs. Not only are there very few people who are selected to even be considered, but of those, only one in four successfully complete the training program each year. It’s grueling work, often pushing young men and women to the brink of exertion, even close to death.

So, to actually BE a Navy SEAL, you are truly the best of the best.

SEALs have a maxim, or a rule of conduct they live by: 100/100/100/0

• 100% Effort
• 100% Accountability
• 100% of the Time
• ZERO Excuses

For a Navy SEAL, it’s fairly easy to understand this maxim and why it exists. For SEALs, often lives are on the line – both the lives of their comrades, and the lives of civilians under their protection. 100 percent effort, 100 percent accountability, 100 percent of the time, with no excuses seems like a natural expectation for a Navy SEAL.

But, what would it look like if YOU and I applied this to our sales career?

Would things look different if you always gave 100 percent? What about if you took full accountability for every action, and therefore every result? What if there were absolutely no excuses? I’m guessing things might look different.

To take it a step further, let’s look Seven Secrets of a Navy SEAL:

1. The Only Easy Day Was Yesterday
   Every day is a new day and will bring new challenges. Today will NOT be easy; today will be tough; today may not go as planned. Wake up each day, be thankful you’re alive another day, and move forward.
2. Get Comfortable Being Uncomfortable
   We’ve all heard rumors of the kinds of things Navy SEALs do during their training. One example that’s been shared is called “surf torture,” and involves linking arms with other trainees, lying down on the sand in the freezing Pacific surf. They are then covered with sand from head to toe as the bitter cold water rushes up and over them, time and time again. They stay there for hours, and are then required to run an obstacle course, go through weapons training, and sit through classroom time. Then, they repeat the process. They are forced into uncomfortable situations in order to be comfortable with the uncomfortable.
3. Don’t Run to Your Death
   In combat, knowing when NOT to act can be just as important as knowing when to act. Sometimes we simply move ahead too fast; but restraint is often critical for success.
4. Have a Shared Sense of Purpose
   What is everyone’s role in helping the team achieve its goal? No one SEAL stands alone; and no one business owner, salesperson, manager should either. Communication is key to ensure everyone is always on the same page.
5. Shoot, Move, Communicate
   To survive, a SEAL must shoot quickly and accurately. In sales, the same is true; you must define your target, focus your efforts, and take action. In business, as in the Navy SEALs, it is also imperative to be fluid, to be flexible, to know when to move. Another military saying that captures this perfectly is, “Fire without movement is a waste of ammo; movement with fire is suicide.” And, finally, effective shooting and movement depend on successful communication.
6. No Plan Survives First Contact with the Enemy
   Mike Tyson is famous for saying, “Everyone has a plan…until they get punched in the face.” Planning is important, but action is more important. Make and follow your plans, but you must adapt and respond as necessary to your environment.
7. All In, All the Time
   Just like the 100/100/100/0 maxim above, “all in, all the time” means there’s no letting up, ever! “Win the Day,” is another quote we use at Sandler, and it means focus on today, don’t worry about tomorrow, don’t worry about yesterday…go all out RIGHT NOW!

Do you want to be considered the “best of the best” in your business, in our industry? Like the Navy SEAL, you have to give 100/100/100/0. And, living by these seven “secrets” will ensure you are in tip-top shape to conquer the world.

Happy Selling,

David

As you may know, the best way to grow your book of clients is through referrals.  Getting your customers to offer them up is not always easy though.   Part of the problem is that sales people typically wait a few weeks or months before asking for them.  It is possible to get referred to new clients if you ask a lot sooner.  Try using the method below and you will see amazing results.

When you are signing the contract with the client offer them a rate reduction for every referral they give to you – regardless of whether or not they sign up with you.  You don’t have to offer a big reduction either –  just enough to be enticing.

For example:  If you are signing someone on IC+ at 50 basis points offer to reduce the mark up by 1 -2 BP for every person they refer to you right then and there with a maximum reduction of 5BP.  The client gets a reduction to 45 BP and you get 5 referrals.  Dual Pricing offer to lower the monthly fee$5 -$10 bucks a month, offer a case or 2 of free paper. The client gets a better deal and you grow your business faster!  That is an incredible deal for you if even only one of the referrals turns in to a client!

This is a win-win.  The client gets an additional rate/price reduction while you get referrals to more potential deals!

Be creative! Try this method in addition to our other proven referral techniques and you will be blown away by how much your business grows!

Happy Selling,

David