Author: David Matney

Last Tuesday we looked at the Top 4 lessons from Tommy Boy so this week I decided to do a blog on Apple TV’s Ted Lasso.

If you haven’t watched Ted Lasso on Apple TV, you are really missing out! This show has so much heart, optimism, and belly-laughing humor. It’s winning all the awards and I see great parallels between the show’s lessons and sales lessons on how you can be a better sales pro and coach. 

In season one we meet Ted Lasso, a Kansas High School Football coach, starting his new career as Head Coach of an English Football team. He has zero experience with the rules, strategy, and terms used in the game. He should be completely out of his element but he persists with kindness, positivity, and a lightning-fast wit filled with pop culture references and unending optimism.

Every episode gives you “the feels” and some excellent life lessons. This is one of those shows that justifies the amount of time I spend watching TV!

Today let’s talk about the one and only Ted Lasso, and ask him for his best tips to help inspire me, and maybe you too. Let’s act as if Ted Lasso is speaking and coaching us.

Here’s my favorite scene below

Enjoy, David

*Here’s Ted!

Greetings, sales team! It’s a pleasure to be here with you all today. As some of you may know, I’m Ted Lasso, and I’m here to offer some advice on how you can elevate your sales game.

First and foremost, I want to remind you all to be curious, not judgmental.

One of the biggest mistakes we can make as salespeople is assuming we know everything there is to know about our clients or customers. The truth is, we’ll never know everything about them, but we can always strive to learn more. So ask questions, be curious, and don’t be afraid to admit when you don’t know something. This will help you build stronger relationships with your clients and ultimately close more deals.

Another important lesson from my experience as a coach is to start where you are.

Whether you’re a seasoned sales professional or just starting out, it’s important to assess where you are and set realistic goals for yourself. Don’t compare yourself to others or get discouraged by setbacks. Focus on your own progress and take steps every day to improve.

When it comes to feedback, remember to value the opinions of those who matter and forget the rest.

Not everyone’s opinion is worth your time or energy. Seek out feedback from trusted colleagues, mentors, and clients who can help you grow and improve. And don’t forget to take the time to give feedback to others as well. It’s a two-way street.

Now, you may be wondering what it means to be a goldfish.

Well, in my experience, it means having a short memory when it comes to mistakes or setbacks. Learn from them, but don’t dwell on them. Instead, focus on the present moment and the opportunities ahead of you. This mindset can help you stay positive and motivated even in challenging times.

To be your best self, you need to nurture the best version of yourself.

This means taking care of your physical, mental, and emotional health. Make time for exercise, meditation, and self-reflection. Take breaks when you need them, and don’t be afraid to ask for help when you need it. By investing in yourself, you’ll be better equipped to serve your clients and achieve your goals.

In sales, making quality connections is key.

It’s not just about making a sale; it’s about building relationships that will last. Take the time to get to know your clients on a personal level, and show them that you care about their needs and goals. This will help you build trust and loyalty, which are essential for long-term success.

Remember to make others look and feel good.

Celebrate their successes, offer encouragement when they face challenges, and be generous with your praise. By lifting others up, you’ll create a positive environment that inspires everyone to do their best.

Finally, don’t take yourself too seriously.

Be vulnerable, and don’t be afraid to show your human side. We all make mistakes, and sometimes the best way to connect with others is by sharing our struggles and challenges. By being open and authentic, you’ll build deeper connections with your clients and colleagues, and ultimately become a more effective salesperson.

So there you have it, sales team. These are just a few of the lessons I’ve learned from my time as a coach, and I hope they’ll help you as you navigate the world of sales. And remember, if you ever need a little inspiration, there’s no better time to brush up on the lessons from Ted Lasso Seasons 1-3. Good luck, and happy selling!

Ted Lasso

*Credit Phil Gerbyshak for this article.

When it comes to having success, there is no doubt you have to work at it. There is no such thing as get rich quick schemes. There are no shortcuts to success. If you truly want to achieve your dreams, you have to put forth the effort on a consistent basis.

Here is something to ponder today.. have you found yourself working hard but not really accomplishing what you really want to? The truth is, many people are very busy but, unfortunately, they are not very productive. If you have found yourself in this situation, it’s time to start working smarter, not just harder.

So often people are working hard at the wrong things. Working on the right things is more important than working hard. 

In my career, I’ve had a few people say that I am a workaholic. I let them know that statement is incorrect. My commitment is to figure out how to use my time in the right way. The key is to use the hours in your day more efficiently. I’ve learned the art of not wasting time on unproductive things.

If you really desire true success, you must learn how to invest your time properly. Unfortunately, most people spend way too much time doing unproductive things. 

It’s not enough to be busy. The question is ‘what are you busy at’?

Never confuse activity with productivity. Do not be busy just being busy.

The first step is to reflect on what you actually do in a day. You must take inventory of what your day is like. You will be amazed on how some simple, harmless activities take away your precious time. 

Working smarter can improve your productivity and performance. Working smarter means finding ways to use your energy and time at work more efficiently. If you look at the most productive people in business, you will find that they do not waste time. They work smart, and they make every second count. Successful people have a sense of urgency.

Start out working smarter by creating a positive morning routine. Start your morning the same way each day. This could mean anything from a morning walk, exercise, meditation, and quiet time. This will help you set your day off on the right tone.

Have a focused plan for the day. Don’t be all over the map. Each day, focus on your most important, challenging tasks first, tackling them one at a time. Then move on to less important tasks. Prioritize your schedule.

Instead of measuring how much time you put in for the day, start measuring your results. This could help you feel motivated and accomplished. Many people will say that they work 12 hour days, but what did they really do during those 12 hours? In many cases, they could have accomplished the same results in 8 hours just by working smarter.

In the corporate world, it seems that many people have meetings just to have meetings. Meetings are often necessary, but make sure that if you are having one, it is productive. Have an outline for what you want to discuss during a meeting and what your desired outcome is. Keep the meetings brief and productive. 

Just as you have made a routine for beginning your day, it’s important to have one to end your day. Make a list of the top three things that you want to do the next day. This will help you to get prepared for the following day. It’s all about having a plan.

We all have the same amount of time during the day. It all comes down to how you spend your time. Success does require hard work but you must combine that hard work with working smarter. Do not be a time waster. Make the decision to be productive instead of busy. Start having that sense of urgency and you will see a huge difference in your daily production.

Happy Selling,

David

Sales tactics to lead and those to avoid are seemingly peppered throughout the classic, star-studded, independent black comedy Glengarry Glen Ross from 1992 that I finally got to watch — after quoting clips for years.

“We’re adding a little something to this month’s sales contest. As you all know, first prize is a Cadillac El Dorado.

Anyone wanna see second prize? Second prize is a set of steak knives.

Third prize is you’re fired,” says the character Blake, setting the mood early on.

As you might expect, there are some takeaways to be had.

One thing I didn’t know was the movie was adapted from a 1983 play that won a Pulitzer Prize, shows the desperate, two-day plight of four real estate salesmen specializing in investment properties in retirement developments like Arizona and Florida. They’re getting squeezed by corporate to increase sales, represented by Alec Baldwin’s memorable, single-scene performance below.

Shot in Brooklyn, apparently subtly set in Chicago but including a New York Telephone sticker early on, was a critically-acclaimed box office bust that earned a Best Actor nomination at the Oscar’s for Al Pacino, who was joined by Baldwin, Jack Lemmon, Kevin Spacey, Ed Harris, Alan Arkin and other familiar faces. (Watch below of Pacino’s famed monologue-laced sales pitch)

The film, dubbed ‘Death of the Fuckin’ Salesman’ because of its similar themes to Arthur Miller’s classic play and its coarse language, is an actor’s film destined to be a cult classic: well shot, smartly lit, full of monologues, a simple plot with deeper themes, filled with younger versions of top-flight actors. Yes, you know, all the reasons for it to not succeed financially.

Below are my Top 10 Sales Lessons from the movie Glengarry Glen Ross, from the Home Office in Why Not, Mississippi

Here we go,

10. “A man is his job,”says Shelley Levene, played by Jack Lemmon. Even if you don’t define yourself by your work, the very fact of choosing work that allows you to not be defined by it makes it a part of who you are. What we do, what we spend most of our time doing, surely says a great deal about who we are.

9. “It takes brass balls to sell…” says Blake, played by Alec Baldwin. The effort, confidence and savvy to sell damn near anything is an admirable, enviable and, often, loathsome toolkit.

8. ABC. Always be Closing — Those immortal words from Baldwin’s character are very nearly cartoonish in the movie, but the sentiment is real. Before entering any meeting, know what your ask is, what is considered a success. Because, my friends, as Toby Keith sings, “if you don’t know where you’re going/You might end up somewhere else.”

7. “You’ve never even been on a sit,” says Lemmon’s character, accusing Kevin Spacey’s bookish character of being unaware of the real challenges of sales.  Two things on this point: one, there is a clear sense that any entrepreneur, any red-blooded American, really, should have some sales experience; and two, well, gosh, Brian Kirk and I use this phrase ‘going on a sit’ from time to time just because it sounds so god damn cool.”

6. Appearances matter — This, of course, is nothing new, but the movie’s humor comes best when the real estate agent characters are deploying any mechanism of treachery to fool potential clients into believing any number of lies (the properties are moving fast, deadlines are rapidly approaching, their operation is very established, etc.). Picture Jack Lemmon in a phone booth on a rainy night asking his lead on the other end of the call to hold on a minute, as he shouts to a fictional secretary named ‘Grace’ to get his nonexistent plane ticket ready. Lies are, ultimately, bad for business, but the point is clear. In most cases, you are who you present yourself as. You probably do good work and know your industry well, but do you look like you do?

5. Tell a story, get familiar, speak with passion — Lying or not, succeeding or not, even these small-time real estate agents are always doing these three things. (1) They have a story arc for why what they’re selling is the right fit and what now is the right time. (2) They are getting and remembering names and details to develop a connection and making that ‘no’ even a touch harder. (3) They are speaking like what they’re talking about matters.

4. Have a deadline, always have a deadline — In the movie, every character is always leaving, so, yes, we need to make the deal now. It’s all hogwash, of course, and the lyingsn’t necessary, but understanding that without a deadline of some kind, getting the movement you want is always going to be harder is paramount.

3. Make people explain themselves — This fits into a classic of journalism: shut up and let your interview speak. We too often bail each other out or simply misunderstand each other when we impatiently finish people’s sentences or thoughts, when, rather, it’s better to wait someone out. In sales, a sense of directionless from someone else, is an opportunity to create direction for you both. Details are like family, you love them, but they don’t always need to be around. Bring them up when they’re beneficial or focus on the overall meaning or broad vision otherwise.

2. Ownership of the upperhand goes round and round — Throughout the movie, the cast of characters is always attacking someone else, only to find that vitriol coming back hours later. It was a combative, competitive work environment of one-upsmanship. It didn’t seem like any of the characters were aware that he would surely be in a different situation soon. That’s a lesson everyone should remember. Give help, because you’re surely going to need it soon.

And the #1 Sales Lessons from the Classic movie Glengarry Glen Ross is….

1. “You never open your mouth unless you know what the shot is,” says Ricky Roma, played by Al Pacino. Perhaps one of the better, less known quotes of the movie, Pacino’s character scolds Spacey’s for bluffing without knowing the context and screwing up a deal. The big takeaway for me is that — while, clearly, lying is bad business, despite its common usage in the film — going hard on a sell, bluffing or not, is only the right bet when you’ve done your research. Know who, why and how this is the person to sell on this subject. Otherwise, it’s easy to get burned.

There you have it. Any other takeaways from other fans of this film?

let me know.

Have a great weekend,

David

In the merchant services industry, it is important to know the ins and outs of how businesses operate, this includes knowing the landscape of the industry and the specific pain points that any business may run into on a day to day basis. Knowing this information will help you formulate a “plan of attack.” This knowledge will help you come across as well informed and prepared when dealing with clients, no matter the industry.

Below are a collection of industries that rely on fast & efficient methods of payment processing as well as some tips and tricks on how you can navigate the different landscapes of each industry to close the deal!

Restaurants

Restaurants rely on high output and a reliable payment processing system. When it comes to the busiest time of the day or year, a fast and efficient POS system will enable a restaurant to operate at a high capacity. Faster payment processing means faster service, allowing more business in their door.

Nightclubs

Nightclubs are similar to restaurants in the sense that their business revolves around high capacity service. The faster that waitstaff can charge a bill, the faster they can serve other patrons. When a nightclub or venue has a slow POS system, you are likely to have frustrated customers and staff alike. In short, a fast point of sales system will ensure there is no slowdown in service.

Retail / Clothing

With real-time data becoming more and more common across all industries, having an intuitive payment system is a must. When it comes to being able to click a button and immediately see what is in stock, or what is on back order, you give employees the ability to better serve a customer. Instead of having to go into the back room to check the stock. Having a POS system linked to your supply will decrease the time spent searching for products and more time selling products.

Online Stores

Online businesses don’t have the same overhead as a traditional brick and mortar establishment, so having an efficient payment system is a major component for this type of business to find growth and success. An intuitive payment method allows an online business to grow, without the worry of increased overhead, or unreliable/spotty service.

New / Small Business

New & Small businesses benefit greatly from a fast and efficient payment system as money may be tight in the beginning. With a new business, it is important to be able to give a business owner the right tools to help grow their business, whether it be building an email list, requesting tips after a sale, or helping establish a loyalty program. With benefits such as an interchange plus pricing, businesses of any size have access to low rates, compare that with a seamless payment system and the possibilities are endless.

By understanding the complications or limitations that a POS system may be putting on businesses, having insight on each industry will allow you to adapt and be able to inform potential clients about the benefits of upgrading to a higher capacity payment process system that suits their specific needs.

By providing merchant services to a client you are giving your customers access to competitive prices, without sacrificing great service. Offering programs like Duo Pricing allows businesses of all sizes a chance to lower their monthly overhead, increase employee benefits, and grow their business with infinite possibilities.

Happy Selling,

David

What drives your prospects to make decisions, and when? Are they driven by certain things that happen in their calendar? Or  in their industry? 

Here are my tried and true best times to call a prospect. Not practicing these six tips? I challenge you to try them and let me know how it went.

1. Now 

The best time to call is right now. Too many salespeople will procrastinate. We put it off, but we are just hurting ourselves.  Don’t allow different excuses to come up.

2. During a dedicated prospecting time

Create a power hour, a calling block, a dedicated time to prospect every day, or at least several times a week. The most successful people prospecting are those that have a dedicated time. It’s like going to the gym, it has to become a routine. You build those prospecting muscles through repetition and consistency.

3. Friday afternoons 

Are there certain days of the week that work better for your industry? Don’t rely on your own opinions. Base your answer on fact.  Friday afternoons are one of the best times to prospect. Friday afternoons is when I get more conversations than any other time of the week, because people are more laid back, and more relaxed. Especially Friday afternoons in the summer! What? Yes!!

4. Monday mornings

Of course, there are some industries in which Monday morning is the best time to call, because business owners are in a panic and they need help–boom, you can call and offer a solution. I can think of other industries & verticals  his applies to, such as auto repair, tire shops, computer repair, clothing stores, restaurants etc.  n which Monday morning they’re already realizing some big needs. 

There are so many other verticals that this tip applies to. The only way for you to find out if Monday mornings or Friday afternoons work for your industry is by actually doing it. That doesn’t mean making 5-6 calls and drawing a conclusion. You need at least a few hundred calls made over several weeks on a Monday morning or Friday afternoon before you can make a determination. 

5. Early or late

I can think of many organizations and salespeople who have tremendous success calling after 4:30 or 5:00 p.m., or before 8:00 a.m. If you’re dealing with a lot of gatekeepers, early and late can be the best time of the day! 

Look at your history records–when were the times that you were able to get through? (Of course, not every call you make will be after 4:30 p.m.) Instead, create some challenges for yourself. Twice a week, try five calls after 5:00 p.m. Next try eight calls before 8:00 a.m. 

6. Holidays

What are the best prospecting weeks of the year? Thanksgiving week, and the last two weeks of the year. Why? So many people are on vacation. Normal schedules are disrupted. Meetings that normally happen just don’t occur, and people are in a much more laid back mode. Holidays are a great time because gatekeepers are gone. For these same reasons, the same applies in summer, too. Of course, you’re going to find a lot of people are in fact on vacation. So this is the one time frame I don’t recommend leaving a voicemail. 

Your selling process is indicative of the service that you will provide for them when they decide to do business with you. Reaching out to them during the last two weeks of the year shows commitment. 

Happy Selling,

David

Glengarry Glen Ross? The Wolf of Wall Street? Boiler Room?

These are probably a pretty standard top-3 when folks are asked what they think is the best “sales movie” of all time. And, yes, I happen to be a big fan of all 3.

I mean, where would we be today without Alec Baldwins infamous “Always be closing” monologue? Now, I have seen a lot of movies in my day, and I will never forget the first time I saw the Chris Farley classic, Tommy Boy, which was released back in 1995 (feel old yet?) There are too many great quotes to go through, and it is one of those movies I could put on at any time and watch all the way through, laughing hysterically as if it was the first time I saw it. A comedy classic. However, it wasn’t until a few years back where I finally realized how truly GREAT of a sales movie Tommy Boy is. I mean, I understood the plot of the film. Tommy was trying to sell enough brake pads to keep his late fathers’ company afloat. But like most people, I viewed it as a slapstick comedy before focusing on the sales aspect of the film, like we all do with the three movies mentioned above.

Now that I am older and have had made a career out of sales, I can finally appreciate the true greatness of Tommy Boy, and I will tell you why I believe it is the greatest sales movie of all time. I would recommend anyone running a sales team, I would have all new sales reps go home and watch the film immediately. The lessons you can take home are incredible and let’s face it, it is going to be a lot more enjoyable than a typical sales training video…

Here are my top 4 lessons from the Tommy Boy sales pitch and the G.O.A.T sales movie!

1. Focus On Your Why

Tommy was in no way a “natural salesperson”, and throughout most of the movie, didn’t have a clue at all as to what he was doing. The whole plot of this movie is simply Tommy following his “Why”. He wasn’t on the road selling brake pads to make a bunch of money, or to be the top rep in the industry. His goal was to make his father and those around him proud. Throughout his entire life, he was continuously told he would not amount to anything, or that the only reason he was employed in the first place is that his father is the owner. If Tommy did not hit his goal, the people he had known his entire life and had built great friendships with would be out of a job. The company that his father worked so hard to build would be sold to someone else. That was all the motivation he needed. During the movie, he figures out how to make sales and get closer to his goals, but the constant is that focus and drive to make sure he gets the job done so that he comes through for his family.

Take a look in the mirror. Are you focused on the money? Are you focused on the recognition? Or are you like Tommy, and are focused on providing for the people in your life who are depending on you? There is always a bigger picture. I would encourage you to think about what is REALLY driving you to do what it is you do every day. Trust me, focus on that, and the monetary and recognition goals will fall into place.

2. Accept Coaching

This is vital for a new sales rep, or someone who is starting a new career in any field. Trust me when I tell you, you will not be the smartest one in the room. And even if you are, you can always learn something new from someone else. In Tommy Boy, the first few sales calls that Tommy and Richard go on are, let’s just say, painful. Hilarious, but painful none the less. All I can picture is that first sales call when Tommy thinks it is a smart idea to use a prospects toy car to reenact what would happen if they used a competitor’s brake pads as opposed to his…. Long story short, it didn’t go well.

In fact, here’s a free lesson to all salespeople: Stay away from incorporating fire in your sales pitch. It didn’t work well for Tommy, and it won’t work well for you. However, the real turning point in the film is when Tommy and his partner Richard, someone who has been selling for Callahan for quite some time, are having lunch after yet another missed sale. Richard soon comes to find out that Tommy has been going about his sales pitch all wrong. After some coaching advice and a little pep talk, Tommy takes it to heart and starts incorporating the lessons from Richard on the next sales call. Guess what happens? You guessed it, Tommy sells his first purchase order. And there was no looking back from there. The point is, if you are struggling or find yourself in a “slump”, that is a clear sign that it is time to try something different. There are resources all around you, and they will make you a better salesperson and help you get closer to your goals. You would be a fool not to take advantage of them.

3. Celebrate The Small Wins

This is huge. We sometimes get so caught up on our long-term goals and monthly or quarterly quotas, that we forget to focus on the daily or weekly wins. There is so much rejection we face on a day to day basis in sales, that it becomes almost second nature to get discouraged. When you become discouraged, you lose confidence, and in sales, confidence is key. As mentioned earlier, Tommy hears “no” after “no” on his initial sales calls, and that taunting goal of saving his fathers company is looking more slim day after day. Once things start trending in the right direction, you can see Tommy’s confidence soar. There is a scene where Tommy and Richard are spending the night in a hotel after successfully closing their first deal. In the grand scheme of things, one sale is nothing. Richard is spending the evening in the room going over the numbers and focusing on the overall sales goal, becoming more and more stressed just thinking about the pressure they are under. However, Tommy suggests they get a pizza, have a few beers, and celebrate the sale. The first sale they made on their road trip.

I am a big believer in finding as many opportunities to celebrate as possible. Especially early in your career. If you are building a book of business, it can be extremely frustrating and stressful at times, especially if you are surrounded by reps who have been doing it for years. Yes, long-term goals are important. But I would suggest setting some short-term goals you can achieve on a daily or weekly basis. Maybe it is a certain number of phone calls in a day, or the popular “go for no” challenge. Keep track of how many “no’s” you get in a call block. It is a simple way to get used to rejection and learn how to move on from it. Not everything has to be a home run. Take time to celebrate the singles and the doubles, and eventually, the runs (big wins) will come. And to take a page out of Tommy’s book, sometimes there is nothing better than a slice of pizza and a couple beers after a long sales day.

4. You Become Who You Surround Yourself With

Towards the beginning of the film, Tommy and Richard are virtually polar opposites. Tommy is the lazy, unmotivated, slob, who probably has no business in being a part of any professional office environment. Then there is Richard: suite and tie, climbing the corporate ladder focused on making something of himself at Callahan Auto parts. He is the one who speaks during the meetings and has the confidence to present the product. He is a number cruncher and doesn’t quite know how to “cut loose” like his counterpart. However, as the movie goes on, you start to see Tommy adapting the best traits of Richard (taking the coaching, building his confidence to pitch and close the product) and Richard starting to learn to loosen up and have some fun.

As I mentioned earlier, you can always learn something from someone else. I have heard before that you begin to incorporate the traits of the five people you hang around most. This is often followed by a recommendation to make sure you surround yourself with other successful people if you want to be successful. That is all well and good, but I would take it a step further. I would also try to meet and spend time with people who are different than me, who have had different experiences, and who have different skills. Richard learned a valuable lesson, which is to not take things too seriously. Tommy learned valuable sales skills, which gave him the confidence to eventually hit his goal and sell half a million brake pads.

Keep this in mind the next time you are looking for some motivation. Sometimes the self-help books can get old, and the “pump up” podcasts can become tiresome. Next time, switch it up. Grab some popcorn and throw in the Chris Farley classic. I would be willing to bet you will catch yourself saying something along the lines of, “If Tommy can do it, so can I”, Remember the next time someone ask “What’s the best sales movie?” don’t be afraid to say Tommy Boy, if they haven’t seen it yet, I am sure they will thank you in the morning.

Now for some fun, let’s throw our favorite Tommy Boy quotes in the comments!

“Hey, that’s a pretty girl down there… I wonder if she goes out with one of the Yankees!”

Let me know your favorite quote.

Happy Selling,

David

You have been given incredible opportunities to have success. You have put together a plan of action on what it’s going to take to achieve your goals. Your vision should be clear and it’s time to go out and get it done.

 When it comes to achieving high-level success, it is important to have this type of mindset on a consistent basis. You will find that top level producers are incredibly focused. They understand that there are distractions in life. However, successful people go into a space where they shut out everything. They lock in on their goal and have a laser type focus.

In today’s high-tech world, there are unlimited amounts of distractions. It’s no wonder so many people never achieve anything significant. Far too many people never reach their full potential. The bottom line is, if you want to achieve anything great, you have to shut out all distractions. If your goal really matters to you, it’s time to lock in, be focused and make it happen.

We all have 24 hours in a day. How much time do you spend on distractions? I’m talking about things that take away from you making your dreams come true. For example, social media, TV and staying up late. I believe it’s important to have some entertainment in the life but far too many people allow these distractions to tear them away from a lifestyle they deserve. They end up feeling empty inside because they are not growing.

What is all comes down to is developing habits. We all choose habits. They can be bad ones or they can be good ones. Anytime you choose a distraction over your goal, you are forming a bad habit. Unfortunately, this habit destroys your goal and it defeats your dream. The best habit to develop is the habit of discipline. It’s going to take discipline to shut out the distractions in your life.  Stop succumbing to the bad habits that most give in to and, eventually, you will have the life that most don’t. 

You must tell yourself that your goals truly do matter to you. Your goals have to be a priority, and then you must SHOW that they are. Another habit to develop is to go all in 100%. If you truly want to achieve great things, it’s important to shut out all the distractions of this world and give it your very best.

Distractions also lead to procrastination. You have to be able to shut out everything, but most importantly, you have to work on your goal right now. Block out all distractions and start right now, right where you are. 

Make it happen with 100% of your attention. Give everything you have. Give your best and you will get the best results.

Make an inventory of how you are spending the gift of 24 hours each day. You will find that it’s not a lack of time, it’s lack of direction. How you spend your time will determine where you end up in life. The 24 hours that you are given each day will determine if you live with the joy of accomplishment or the regret of not giving your all. 

So remember, you cannot do big things if you’re constantly distracted by small things. Make every second count in your life. You are building something for the long term. Anything else is just a distraction. Stay focused on your goals. Your focus determines your reality. Focus comes from eliminating the distractions.

It’s your time. Make your goals a priority. Do not allow any distractions to get in the way. You future looks incredible. Today is the beginning of the rest of the best of your life. Go out and make it happen!

Happy Selling,

David

Effective sales skills help your sales pros experience success, which increases your profits.

Whether your seasoned sales pro or planning training for your current sales staff, identifying the key sales skills helps you strengthen your sales efforts. While all of these skills are important, you might need to focus on specific skills to match your current priorities or areas of weakness.

From the home office in Truth or Consequences, New Mexico here are the

Top 10 Sales Skills Every Sales Pro Should Have

10. Written and verbal communication

One of the most important sales representative skills is communication since the job requires constant interactions with customers. Effective verbal communication requires your sales reps to listen closely to what customers are saying and respond appropriately to build rapport and eventually close the sale. Sales reps might need to understand how to explain complex details about the product in simple terms that customers can understand. Written skills are often used when emailing customers about the sale or making notes in your CRM software.

9. Negotiation

Whether you sell cars or office equipment, customers will likely try to negotiate the price. Negotiation skills for a sales representative are important. Your sales reps need to understand how to approach negotiations, including creating the initial proposal and following up with counteroffers. Look for sales reps who protect your profits by not going too low on the price while also keeping customers happy by letting them have some success in the negotiation process.

8. Emotional intelligence

Emotional intelligence is beneficial in any position, but it can be especially helpful to a sales rep who needs to understand a customer well to make the sale. Your sales reps need to read the emotions and preferences of your customers quickly and adjust their sales approach accordingly. This skill helps your reps quickly establish trust and build a relationship with customers, which increases the chances of a sale.

7. Flexibility

A related skill that benefits the sales process is being flexible. A sales rep who approaches every customer and sales situation the same won’t have as much success as one who understands that every interaction is unique. A customer might need a different approach from the salesperson to feel confident in the purchase. Customers ask different questions or want different solutions that the salesperson might not have dealt with in the past. Being able to roll with unexpected situations and requests keeps the sales process moving in a controlled way.

6. Problem-solving and critical thinking

Customers might come to you planning to buy the product you sell, but the sale isn’t guaranteed. Sometimes your sales reps need to be creative and use problem-solving skills to make the sale. Critical thinking skills allow a salesperson to analyze the situation and available information to create a strategic approach. Problem-solving and critical thinking can also help them overcome objections from customers, easing their concerns and convincing them to make the purchase.

5. Product knowledge

Strong product knowledge is essential for a successful sales rep. Without fully understanding the product, the salesperson can’t effectively share its features and benefits. Deep knowledge of the product allows the sales rep to answer customers’ questions quickly and effectively, which helps build confidence in the company. This is something a sales rep can easily learn if they want to, but it can take a long time to learn everything about complex or multiple products.

4. Prospecting

An effective sales representative understands how to use prospecting effectively to keep a constant influx of new customers. This includes researching both the product and the target audience to understand how to generate new leads. Prospecting is something you can teach or help your sales staff improve upon.

A related skill is lead qualification. Sales reps need to understand each customer to determine if they’re a good lead and if you have the right products for them. They also need to understand which products provide the best solutions and how the customer might implement them, so they know how to approach the sales interaction.

3. Closing

All the lead-up skills don’t matter if a sales rep doesn’t know how to close the deal. A strong closer understands that they can’t force it, but sometimes they have to play the long game to get the sale. Previous sales statistics can demonstrate strong closing skills.

2. Goal-driven

Ambitious self-starters often make the best salespeople. They’re motivated by commissions and sales quotas. These sales reps set goals and push themselves to achieve them as fast as possible. As they do this, they’re also increasing sales for your company.

Having a growth mindset and a desire to continue learning and growing is also important. A sales rep with a growth mindset understands that they might not have all the answers now, but they can continue learning and improving to get closer to where they want to be.

And the #1 Sales Skills Every Sales Pro Should Have is….

1. Integrity

We as sale people often get a bad reputation as being sneaky or deceptive. Unfortunately, some people in the field do whatever it takes to make the sale, even if it’s not ethical. A true sales pro always acts with integrity and helps build the company a positive reputation, increasing sales.

Selling with integrity also facilitates long-term relationships, encouraging previous customers to come back for future needs.

Have a great weekend,

David

I had a lengthy discussion with a good friend in the industry about barriers to effective sales execution.

Specifically, what holds people back from crushing it on sales execution?

They said something that caught my attention. He said that most people have “A.D.D.”

Now, he wasn’t referring to the A.D.D. that you and I usually think of. In this case, A.D.D. stands for: Attention Distraction Disorder. Sound familiar?

More and more distractions creep into our lives every day. Between the onset of technology, constant connection and human nature, it is amazing anyone gets anything done!

So how do you stay focused on sales execution when so many people, gadgets and gizmos compete for your attention?

Here are six steps for slaying your distractions and crushing your sales execution.

Step #1: Have a Plan

I know that sounds elementary yet so many people start their day with no game plan. Effective sales execution absolutely requires a plan. You will never achieve your full potential (and your full income!) without a honest-to-goodness plan.

I recommend asking yourself, “What would I have to accomplish (in my life, business, health, relationship, etc.) to consider today a productive win?’

Step #2: Stop Multi-Tasking to Much

Research shows that multi-tasking actually limits your capacity for execution. Choose instead to stay present in every moment. Adopt a “singularity of focus” and watch your sales execution skyrocket.

Step #3: Set Clear Boundaries

You train people how to treat you. That means you need to let would-be attention thieves know when you are unavailable… and do not respond when they encroach on your productive time.

Step #4: Submit to Accountability

Just like people often need a workout partner to keep them on track, you may consider an execution coach. We are quicker to let our own selves down faster than someone else. That’s why people pay big bucks for personal trainers at the gym.

How much more could you earn this year if you had someone holding you personally accountable for your sales execution each and every week?

Step #5: Hit the “Off” Button

This might be the most important one on the list. We are becoming a society that is completely reactive to the bells and buzzers of our devices. Get very good at shutting these devices off. They kill your productivity.

Step #6: Get Help

You may not have ever learned how to execute at high levels of performance so you might need some training. Seek out programs and courses that will give you the skills and tools you are lacking. There are plenty of resources out there.

It’s time to stop distracting ourselves and start crushing our sales.

Ready? Set? LET’S EXECUTE!

Happy Selling,

David

I hope everyone had a fun and safe 4th of July vacation. Each morning I usually start my day by looking at my calendar. Normally it is just a cursory view where I check to see what my first event of the day is and then look at what the rest of the day holds in store. This time though a chill ran up my spine for I noticed that a time of  year that I fear every year has arrived, the month of July.

You see each year I have high hopes for July. Business will be good. Merchants looking for merchant services will be eager to sign. Our team of sales professionals will keep up their marketing pace. However, each year as July ends I am sorely disappointed.

Although processing volume from existing merchants tends to grow, new production growth staggers along. By the end of the month, production is typically at the second lowest level of the year, coming in right behind December, It shouldn’t have to be this way.

It was 7 maybe 8 years ago when I became aware of this disturbing trend. At  first I thought it was solely due to the Independence Day holiday, as it often fell in the middle of the week and resulted in one full lost week. So of course, production was generally lower.

However, even when it fell on a Monday or a Friday, July production still seemed to drop.

Over the years I have written blog posts about this phenomenon and included suggestions on how to overcome the slowdown.

Unfortunately though my suggestions don’t seem to help very much. That’s why this year I decided to try a different approach and instead asked my contacts at various  credit card processing companies for their opinion of why July, well, stinks. Here are some of the responses that I received.

“It seems like a good time to take a break. The year is half over, the kids are home, and it’s been a good year. A vacation seems warranted.”

“No one else seems to be out working. I can be confident my merchants aren’t getting hammered with offers, so I usually use the month to catch up on a few things.”

“It’s too hot.”

“July is going to be slow, so I just accept it as a fact and make plans for August.”

All of these responses have one thing in common: they show that calls on prospects for credit card processing services either slow or drop off completely for a period of time. The result? All momentum built over the past three months disappears, and the time to recoup that momentum results in a slow start to August.

Yet when I asked if they would like some proven techniques that would improve their productivity in July, most said they probably wouldn’t use them. To me this means that they either find the July slowdown okay or they actually look at it as part of their typical business cycle.

I would like to note that there were two contrarians to these comments though.

“I have found over the past several years that July has been one of my better months. You know why? There’s no competition. I walk into a merchant and I am not the fifth, tenth, or twentieth merchant salesperon to walk in the door. They have more time and they listen.”

“July is the month when I can sign merchants without offering better rates. In fact, it’s a month when most merchants aren’t demanding cost savings because there isn’t some ‘salesperson’ out there making a bunch of bogus promises.”

Notice something? The common theme is that they find that there is less competition, but still a lot of business to be found. Without the competition they feel less pressure and are able to sign merchants with less difficulty.

It doesn’t matter how hot it is or if there are opportunities to take time off. Instead they save their vacation time for later. They leverage their momentum because they know that the merchants they sign will likely be more profitable and more loyal.

July still scares me since the majority of merchant services sales peope still seem to fall in the first group. However, for those that stay focused and persevere and seek sales tips from credit card processing companies, they will find success and happiness come August.

Happy Selling,

David