Author: David Matney

I bet you didn’t know February is “Prospecting for Sales Month.”

If you’re wondering who made it the official “Prospecting for Sales Month,” well, it was me.

Yes, I decided if January can be “diet month”  then February could be something important with regard to something so crucial to our business growth.

The reason I’m declaring this for February is simple.  It’s the start of a new month and for most salespeople, it means the start of a new quota.  One reason salespeople get behind is they wait too long to develop new leads.  This is the sole reason why I say February is “Prospecting for Sales Month.”

As you put together your prospecting plan, allocate time each day — or minimally, each week — where you are actively engaged in prospecting.  This does not mean thinking about prospecting or gathering information on potential prospects.

No, this means actively calling on prospects.

Another task to do in February is to make sure you start right away prospecting on those merchants who may take the better part of the year to turn into a customer.   You know who these are. These are the big kids on the block — the prospects who when you turn them into a customer, they will create a significant amount of new business.

Too many times I watch salespeople put off going to work on these big fish prospects until it’s too late to make an impact in the current year.  

What happens is the salesperson sees that the opportunity for getting business this year is most likely not going to happen, so they shift and prospect with small fish.  End result is the salesperson never winds up going after the big fish.

One final note on why I’m declaring February as “Prospecting for Sales Month.” It is because it’s also the best time for us to get in front of a lot of business owners, build or add to your pipeline. 

More importantly, Making calls early in the year as a tool to open up new opportunities will result in big payouts later in the year.

It’s February, Let’s leap into it! (No leap year this year, BTW)

What are you waiting for?

It’s time to get your sales prospecting machine moving.

Happy Selling, 

David

What type of person inspires and motivates people? 

Usually, it’s a person who is very passionate about what he or she is doing. Usually, they’re on fire and you can tell right off the bat that they are the type of person that gives 100%!

We’ve all heard the term “giving it 100%” but what does it really mean? 

What makes 100%? 

What does it mean to give it 100%? 

What makes up 100% in life? 

Here’s a simple mathematical formula that might answer these questions for all of us:

If you take A-B-C-D-E-F-G-H-I-J-K-L-M-N-O-P-Q-R-S-T-U-V-W-X-Y-Z

and represent each letter as a number like:

1-2-3-4-5-6-7-8-9-10-11-12-13-14-15-16-17-18-19-20-21-22-23-24-25-26

then

H-A-R-D-W-O-R-K
8+1+18+4+23+15+18+11 = 98 percent

K-N-O-W-L-E-D-G-E
11+14+15+23+12+5+4+7+5 = 96 percent

but

A-T-T-I-T-T-U-D-E
1+20+20+9+20+21+4+5 = 100 percent

The lesson for all of us is pretty clear. Hard work and knowledge are a prerequisite for success, but without a POSITIVE ATTITUDE you’ll never reach your FULL POTENTIAL and give your family, your bussiness and your life 100 percent!
 
More Thoughts on Attitude

“Everything can be taken from a man but the last of the human freedoms – to choose one’s attitude in any given set of circumstances, to choose one’s own way.”  – Viktor Frankl

“The truth is that our finest moments are most likely to occur when we are feeling deeply uncomfortable, unhappy or unfulfilled. For it is only in such moments, propelled by our discomfort, that we are likely to step out of our ruts and start searching for different ways or truer answers.”  – Scott Peck

“The greatest part of our happiness depends on our dispositions, not our circumstances.” – Martha Washington

“Sooner or later, those who win are those who think they can.”

Happy Selling,

David

It has been said that there are three types of people in life.

1. There are people that make it happen. 

2. There are people that watch it happen 

3. Then there are people who quite frankly, wonder what happened.

Perhaps you have lost your motivation and you are in one of those categories that you do not want to be in. Looking at your current situation, is there something missing?

Whether you’re lacking the motivation or the confidence to step out of your comfort zone, it is important to understand that every day is a new day and a new opportunity to go out and make it happen. 
Your past does not equal your future. Today is the beginning of your jumpstart to go out and make it happen. 

When someone is having difficulty getting motivated, it is something internal that is holding them back. The majority of the time, it is a lack

 of self confidence.

It is important to understand that you make the ultimate decision when it comes to making things happen. It is all about focus and state of mind. 

You have to believe in yourself and your abilities and realize that you alone control your own destiny. 

With the proper mindset, anything is possible.

Once you get into the mindset that you control your own destiny, you can begin to unlock your true potential. You must become a better version of yourself. 

You were designed with a purpose. You have to search for what truly motivates you and gives you a sense of meaning. This is how you dig deep into your inner motivation.

Break out a sheet of paper and start writing out your personal strengths. Put together a plan on how you can achieve short and long-term goals. Writing out your strengths will start to increase your overall confidence.

Going forward, refuse to get into the blame game. There are no more excuses. You must take responsibility for where you want to be in life. It is you and you alone that is in charge of your overall destiny.  Remember that this is a marathon, not a sprint. Start small. This is not going to happen overnight. Every day you must take small steps to get into a more positive frame of mind. You are building your self image and every small step that you take is building your confidence.

Write out your dreams and visualize them. Writing out your dreams will actually turn them into goals. Knowing what you really want out of life will inspire you and encourage you to take positive action. 

Stay focused and always believe in yourself. Never look back. You are not going that way.

Never let fear hold you back. Be afraid and do it anyway. Let go of the fear by listening to your positive inner self. It’s important to stay true to your commitment and you must surround yourself with others that will lift you up and inspire you.

It’s never too late to change your story and go out and make it happen. Continue to focus on the goals that excite you. This is your time!

Start building your positive routine today! 
This is the beginning of your amazing positive journey. When others ask what you are doing, you can now tell them that you are…..MAKING IT HAPPEN!

Happy Selling !

David

Happy Friday morning everyone,

You may have viewed the movie “wolf of wall street”, this movie was a depiction of “Jordan Belfort” who was a stock market broker who created his own successful brokerage firm. Although his firm went downhill due to his illegal practices of selling bogus shares of companies that weren’t even real, he still managed to run an extremely successful brokerage firm. 

His tactics included becoming a master at selling. Jordan was highly skilled in communicating and convincing individuals to buy shares of bogus companies. If you really think about it, it’s highly impressive for an individual to sell shares of a fake company that doesn’t even exist. That just shows the power of his influence and tactics in selling. Jordan was a firm believer in hustling and effective selling. He believed that everything in life is earned and not given. You can’t wish for things to happen, you have to make it happen using powerful tactics and influential tactics. Today, Jordan is an author and a motivational speaker. One of his best selling books titled, “The way of the Wolf” teaches his methods of becoming a successful sales person and businessman. 

Today, I will share with you Jordan Belfort’s Top10 successful tips he recommends in order to become successful in the world of business and effective selling.

                                                               From the home office in

 Hot Coffee Mississippi 

The Top 10 Successful Tactics and Tips by Jordan Belfort

10. Don’t live in your past

Don’t be a slave to your past. If you keep lingering on the past, it will affect you for the future. If you have a bad past then forget about it and move forward. Everything in life is in front of you and that’s all you can control. The past only hurts you to become powerful in the future.

9. Act how you want to become

If you want to become wealthy and successful act as if you were already that. Take action and have the confidence as if you were already successful. This will put you in the right mindset of success. You will eventually create successful habits and become ready for success when it happens.

8. Give value to make money

If you really want to make money, you have to create something of value to your customers. Create something that would be make your customers or people demand. When you understand and master that concept, money will attract to you!

7. Never give up

This is the most important characteristics to become rich. NEVER GIVE UP. If you give up, you will never make it to success. Giving up your dreams and goals will make hopeless. Once you give up, your dream is over! It is important to understand that failure is the backbone of becoming successful so never give up!

6. Have high standards

Always aim high and never settle for less. Jordan believes that people fail because they have smaller goals. Having poor standards will have a negative impact on the people around due to numerous reasons. For example, if you settled with a job that pays $35,000 instead of 70,000 this may hurt your family financially in the future. That extra money included in your salary could help your family with covering expenses such as mortgage, emergencies, vacations, etc…

5. WInners are always confident

Winners always have the powerful mindset of saying must and will. Their minds are always wired to win and have confident thoughts. Never shy away from any successful mission or goal. This should always be powered through with willing and positive thoughts.

4. The “WHY”

One quote from Jordan Belfort is “if you give people a good enough why, they will always figure out the how”. People are always capable of becoming influenced if you influence them well enough.

3. Control your environment

In order to be successful, you have to control your environment. You have to eradicate the negative thoughts anyone may place in your mind and replace it with strong positive thoughts that are correlated towards your goals. You have to master your environment in order to consistently be motivated and aiming towards successful thoughts.

2. What’s holding you back from being successful?

Jordan believed that not becoming successful was due to negative thoughts that contained excuses and a BS story behind it. In order to achieve success, all excuses have to be eradicated. Excuses only prevent you from overcoming obstacles that are preventing you from becoming successful. Excuses don’t give you any justice when it comes to attaining success. Overall, ELIMINATE IT!

And the #1 Tip on Success from Jordan Belfort is….

1. Wiring your mind to be mentally strong

Jordan believed in having a powerful mind for business. Mentally, your mind has to be wired to win and have positive thoughts. Poor decisions should be replaced with rich quality thoughts. He was also a firm believer of unlearning all the negative thoughts and replacing them with good ones. This tool is powerful in order to become successful in preventing your mind from having weak thoughts.

There you have it! These are the  Top Ten Tips from Jordan Belfort. Jordan Belfort is a highly talented individual when it comes to powerful influencing and successful business tactics. 

To learn more about successful business tips from Jordan, make sure to read his top selling books. You will learn a lot from Jordan and it may even change your life!

Have an awesome weekend,

David

Since we covered emails yesterday let’s tackle text messages for trying to prospect. 

Here’s a fun game to play at your next gathering of friends and family. Ask them how they feel about salespeople using text messages for prospecting. Then, sit back and watch the fireworks. You’ll likely start a heated argument.

My bet is that you’ll get a wide variation of opinions – many of which are expletives. My wife, for example, upon learning that I was writing an article on text message prospecting, said (in a holier-than-thou tone), “I can’t believe you are teaching salespeople to do that, you are pure evil.”

That sentiment correlates to the reception I get when opening up discussions on texting as a prospecting tool. It’s the 3rd rail of sales prospecting, and a concept that I approach lightly. The mere mention of text as a prospecting tool causes negative reactions from “I don’t think that will work for the prospect base” to pure revulsion.

These reactions stem from a weird irony of text messaging: Text messaging as a communication channel is impersonal because it lacks the emotional connectivity of face-to-face and verbal communication, yet it feels extremely personal. Text has become the go-to medium for communication with family, friends, and co-workers and a haven on our phones that is typically not touched by spam or outside influence. The people we text with are most often people we know – even when it is business.

The fact that texting is personal is what makes it an extremely powerful channel for getting the attention of prospects. Because it is so personal, timing and technique become more important than any other prospecting channel.

This is one of the key reasons that a study commissioned by Leads360 concluded that “for the same reasons that text messages can be a more effective way to communicate with sales prospects, they also have the potential to be interpreted as intrusive or in violation of one’s personal domain when used for business purposes.”

THERE ARE TWO TRENDS THAT MAKE TEXT MESSAGING AN INCREASINGLY VALUABLE PROSPECTING CHANNEL:

1. The inevitable and total integration of mobile phones as the primary communication device in our lives.
2. Most people feel compelled to read and/or respond to them immediately.

THE FAMILIARITY FACTOR IS EVERYTHING WITH TEXT

We talk to strangers on the phone, email strangers, and meet strangers in person, but rarely text strangers. This is why more than any other prospecting channel, familiarity is critical for prospecting via text. The probability of your text message converting – compelling your prospect to take action – increases exponentially if your text comes after prior contact through another channel.

Text messaging works best as an integrated part of a larger prospecting system and strategy rather than a stand-alone channel. According to the Lead360 study, which covered 3.5 million lead records from more than 400 companies, a text message sent alone converts at 4.8%. That same message, sent after a phone contact increases conversion by 112.6%. Why? Because, once you cross what Sean Burke from KiteDesk calls the Familiarity Threshold, your response rate increases exponentially.

You can amplify that impact even further when your text message follows an email contact or social media interaction. You gain even more traction when you text following a positive in-person networking interaction. The better the prospect knows you, the more effective your prospecting text message will be. The less they know you, the more likely you will cause offence. People are averse to getting random text messages from people they don’t know – especially salespeople.

The 7 Tips TO STRUCTURING EFFECTIVE TEXT PROSPECTING MESSAGES

It is difficult to make an impact in 250 characters or less. For your text message to be effective, you’ve got to engage your prospect and get them to take action in a blink of an eye. Packing your message into a small space requires you to be thoughtful, creative, and focused. There are several keys to structuring effective text messages:

• Identify Yourself: Never take for granted that your prospect has your information 
  saved on their phone. In most cases they don’t, and when you send a text message they won’t know who you are. As a bestractices, include your name and company at the top of the message.
• Message Matters: What you say and how you say it carries impact. Be very careful that your tone is not misinterpreted in a negative way. Use complete sentences to avoid sounding abrupt, harsh, sarcastic, or flippant.
• Be Direct – Be Brief: Say exactly what you mean in clear, precise, well-written sentences using good grammar and spelling. Remember that this is a professional message. Keep the message to 1-4 short sentences or less than 250 characters when possible. Avoid rambling, run-on sentences. Do not use emoticons – little smiley faces – be professional.
• Grammar, Punctuation, and Spelling Count: You are sending a professional text message. Your grammar, punctuation, and spelling are a direct reflection of you. One of my tricks is to write it out somewhere else before typing into my text tool. Be very careful with voice-to-text apps on smart phones – sometimes they don’t capture your meaning in the way you want. You also want to watch the auto-correct feature on your phone. More than one person has sent an embarrassing message when the meaning was rewritten and transformed by auto-correct.
• Avoid Abbreviations: Avoid using abbreviations on text messages to prospects. Abbreviations like LOL, OMG, WTF and others don’t come off as professional, and the person on the other end might not understand what you mean. Likewise, you should avoid acronyms and slang.
• Transparent Links: People are extremely suspicious of shortened hyper-links. Just like with email, when you send URLs to prospects that link to articles or other resources, send the entire URL so they know where they are clicking.
• Before Clicking Send – Read It Again: Make this your rule when it comes to text messages (and, frankly, all written communication).

Finally, as with all prospecting channels, know your numbers. Track the number of texts you send each day, response rates, and conversions into appointments and, ultimately, sales.

Share with me how it’s working out for you. 

Happy Texting,

David

Email is a very valuable prospecting tool.  However, it can be beneficial or a huge waste of time.  In today’s post we will  learn how to use it to your advantage.  Used correctly, email can help keep your pipeline full.

My primary use of email may surprise you.  I assume prospects will not read or even see it before my next interaction with them.  

I don’t compose an email with the intention of prospects reading the content.

Perhaps I walk into a business when they are particularly busy.  I quickly realize there is no hope of making a sale that day.  So, I say, “Hey, no problem at all.  Would you mind if I just emailed you some information?”  

Ironically, the business owners love to agree because that means they’re getting rid of me!  They know an email doesn’t have to be seen or answered anyway.  Thus, they give me their card. 

(secretly I also use text messaging to get them as well)

An email could be sent on the spot or back at the office.  However, I prefer batch email prospecting.  Otherwise, it can take over your day.  

Probably I would take thirty minutes or an hour early the next morning to send my emails.  One would be to this particular business owner.  I use template emails or the “canned response” option on gmail.  

The content isn’t important since I don’t anticipate the prospect reading it anyway.  The primary reason for sending the email is to have a great excuse to call or visit again.  

The content of the email will concern whatever I want to talk about with the prospect next.

Now I can call the prospect and say, “Hey Mike.  Talking with you was great.  I was there yesterday for a minute when you guys were really busy.  Then I sent you that email as you asked.  Hopefully, you got a chance to review that, but I just want to cover a couple things really quick.  Do you have a minute for me?”  

This use of wording will leverage the guilt of the prospect.  I want the emotional response, “Oh yeah, I did tell that guy to email me!  He actually did! Now he’s following up on the email I was supposed to read but which I, of course, deleted.”  Now he feels terrible and will give a minute of time to listen

.

To walk back into the business is even better than a phone call.  That’s why I like to prospect in one geographic area for a little while.  

I’ll walk in and say, “Hey Hailey.  How’s it going?  I sent you that email like you asked yesterday.  I didn’t know if you got a chance to read it yet or not?”  The response is always “no.”  I don’t think I’ve ever had a prospect say the email was read!  Then I go on to say, “No problem at all.  Let me tell you what I had in there.” Thus, I use the email to introduce whatever topic I want to discuss.  That is the primary use of emails for prospecting.

Another beneficial use of emails is mass marketing.  Send out a generic weekly or monthly newsletter highlighting different services/products you offer    This is a way of keeping your name in front of even those who are not interested at the time.

To get one thousand email addresses is not as hard as you would think.  If you walk into a hundred businesses each week, you can probably get one thousand email addresses in less than a year.   

One big goal for using the newsletter is I know the more of those I send, the more often I’ll get three or four responses.  

Someone may say, “You know, I saw that before.  I remember that.  I’m actually interested now.”  I want to get email addresses as quickly as possible because they are important for prospecting.  That is the mass email approach.

Hopefully this post has helped you better integrate email into your prospecting methodology.  This is how email can be beneficial rather than a waste of time. 

Happy Selling,

David

It’s Monday mid morning at the time of me writing this, taking a break from delivering paper. 

I wanted to share something I learned in my early days while knocking on doors: 
There’s a ton of money in the “hood”. 
Places you wouldn’t normally look are quietly doing solid volume and the Merchants usually:
1. are priced high 2. have outdated equipment 3. don’t have a rep or haven’t seen theirs in a while
Most of your local competitors are going into businesses that are easily accessible and in nicer areas.
The well-kept pizza shop on the corner of the main intersection in your town is prospected 2-3x daily, yet the convenient store in the hood might get a couple Agents in there each month, If that!

I did an install for a small bar in the hood a few years ago that had an effective rate of 6.8% with their previous processor and he hasn’t seen his rep since George Bush was President .. LOL

He was with them for 16 years and never changed processors even once. 
If you knock on doors to earn new business, I suggest prospecting in the “hood”. 
You’ll be surprised how much you can save them money and how quickly you can ramp up your residuals… just make sure you are aware of your surroundings and be smart. I’m off to finish delivering paper.

Happy selling,

David

Ask yourself, If we can’t be passionate about helping others, how can we be passionate about sales?  

Sales is not about what we sell, sales is about helping the customer see and achieve what they didn’t think was possible. 

Far too much time is spent by salespeople on product knowledge and far too little time spent on customer knowledge. 

Think about when you started your new sales job. I imagine the company spent far more time walking you through all of the details of the products or services than on how to sell.  

No wonder salespeople are product-centric, since from day one that’s where the focus has been.

Our customers don’t care what we’re selling.  What they’re looking for are solutions to their challenges. The problem is we don’t spend enough time with our customers to understand their challenge at a deeper level.

I once read about a car buying experience. The salesperson only had one thing in mind: telling this young lady about the 4-wheel drive and how the SUV would never get stuck.  The salesperson couldn’t stop talking about the size of the engine and its acceleration.  None of this mattered to the young lady, the only things she cared about was great heated seats and an awesome sound system.  Everything else was noise and ultimately a distraction. 

The salesperson lost the sale for one simple reason. He was caught up in the product and never took the time to listen to the young ladies needs.  If he had listened, he would have closed the sale quickly. The sale broke down for one simple reason: the salesperson failed to care and was not interested in asking questions or understanding the customer.   

Sales does not have to be as hard as it’s made out to be IF we’re passionate about the customer.

Imagine you get a phone call with a company looking to hire you, yes you,  to speak at their sales kickoff meeting.  They shared the date, the city, how long they wanted you to speak, how many people would be attending and then they asked what your fees are. 

How could you give them a fee when you don’t know the outcome they’re looking for?  How could you know if you’re even the right fit for them?  

What the company shared  was just facts, they didn’t share the reason why. 

The missing ingredient was the need for a conversation, the need to begin asking questions to get them to share more. If we  fail to engage them in a meaningful conversation,  we would have been doing them a disservice.  

This is what makes sales great, it’s not just our service being sold or bought, it’s conversation to understand the best solution. When we’re passionate about the customer they can see it, feel it, and hear it quickly in how we interact with them.  

Passion is huge in sales, it’s far more powerful than we realize.

When we have passion, the conversations change.  There’s an important shift from the salesperson doing all the talking to the customer doing most of the talking.

There’s a big reason why I say sales is not a job, it’s not even a profession but rather a lifestyle.  

When we are passionate about helping people it comes across in everything we do 24/7.  It’s not like we turn it on to sell and then turn it off. Being passionate is part of our DNA.  

Recently I was having lunch with another salesperson who, like me, sees sales as a lifestyle. Our conversation was incredibly engaging, so much so our waitperson even joined in. Think about that for a moment, the waitperson in a busy restaurant at noon suddenly stopping to engage with us.  

Sure we can all say the reason was simple; they were working for their tip— but it shows something else.  When you’re engaging, it brings out the best in others, changes how they see things, and what they say. Being passionate about serving others is contagious.

Ok, you’re wondering if we left a bigger tip, of course we did.  Now, here’s where the difference becomes huge: I don’t remember a thing about our lunch conversation, I doubt the person I was eating with or the waitperson does either.  We forget the words spoken very quickly, but we don’t forget how the other person makes us feel.

Being passionate with others you meet will change dramatically how they feel about you after the conversation is over. 

Happy Selling,

David

Good morning everyone, 

Top performers just do things differently.  They have a very succinct strategy because the only day we can truly impact is today.

Yesterday has passed, and tomorrow is yet to come.  Today is for making a difference. As always in true David Letterman form…. 

From the Home Office in Uncertain, Texas Here are The Top 10 Way’s Top Salespeople Win the Day

10. Attitude

Top performers don’t moan and groan when Monday rolls around. They’re excited, and seek to make Mondays absolutely successful. 

Mondays is without a doubt, the best day of the week because it sets the tone for the week. Top performers have an attitude of success and expectation of being able to influence and impact other people.

9. Routine

Have a routine and stick with it. That means every day: this is what it looks like. 

I look at many, many top performers and as I’ve studied their calendars, it’s amazing how every day at 9:00 is the same thing.

Whatever time your day starts, those first few hours are crucial for setting the tone and expectations for the day. 

8. Goal focused

They don’t deviate from their goals. Every day might not move them closer to their goal, but they know that every day they’re going to work on their goal. 

I set goals, and I review them daily. And all my activities that I’m doing over the course of the day are geared to help me achieve those goals. 

Are there some days that just don’t work out? Yes. But you know what? I know if I just stay focused and stay consistent, I’ll get there.

7. The 10:00 AM rule

Set your alarm for 10:00 AM because when it goes off, I want you to ask yourself, “What have I achieved of significance already today?”

Now let’s say from 10:01 on, your day falls apart. You’ve still had a great day because you accomplished something significant before 10:00 AM. 

If, on the other hand, you accomplish something significant and it doesn’t fall apart, guess what? You’re empowered. You’re feeling good, and it’s amazing how much more you do that day. 

Now, I get up at 4:30 in the morning, so if you’re an early riser like me, try an 8:00 AM rule. 

6. Clear objectives

I set my week, or my day with the objectives I’m going to accomplish. But what about those times that I may get to 5:00 p.m. or 6:00 p.m. and I haven’t achieved those objectives? I’m going to stay focused and get those objectives accomplished–even if that means staying up late. Sure, life happens. But when you set up daily objectives and you fail to achieve them, you’ve actually cheated yourself.

5. Expectation to win

There’s a reason why top performing teams win the close games, because they just have an expectation to win. Average people settle for average. “It is what it is…” 

Sure, the sun will come up in the morning, but I’m still going to figure out a way to win.

4. Gratitude

Absolute gratitude, thankful. One of the things that I do every morning is take a moment to be thankful. I have a quiet time where I’m reflecting on those who have impacted me. 

I’m thinking of those who I’ll be talking to over the course of the day, and I have a sense of gratitude.  Yes, I’m a very spiritual person. I love my faith and I spend time in gratitude for what I’ve been given.

3. Respect for others

You can’t demonstrate gratitude without having respect for others. When I have a respect for others, it’s amazing how doors just seem to open up. I can’t tell you the number of times when I’ve done some of the simplest things for others, and I don’t even do it with an expectation of anything in return. Stuff just happens!  

Just spend time listening to somebody and it’s amazing what you’ll hear. Respect changes what you think of yourself, and you realize that you can learn from every other person out there.

2. No flinching 

There are curve balls that are thrown at you, but no flinching. You just put it aside, and keep going. 

Look at a top performing athlete. They may miss a shot, or do something unexpected, but they put it aside and they power back up. I may have a call that doesn’t go the way I want it to, or something breaks or my computer dies, but I’m not going to allow it to take time away 

And the #1 Way Top Salespeople Win the Day is …..

1. They have unbelievable commitment

They are committed to their success, and that means soaking up all learning possible. Are you going to read this blog today and do nothing? Or will you find a golden nugget (or two) to apply this week, month, year? My all time favorite quote is from Tom Hopkins ” You are your greatest asset. Put your time, effort and money into training, grooming, and encouraging your greatest asset.”

So follow these 10 tips and apply them today, as I’ve said before, your future self will thank you. 

Have a awesome weekend,

David 

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

They are “patience” and “focus.”  

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

I love this quote by Tony Robins:  

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

That is so true!  How often someone declares, “By this time next year I’m going to have quadrupled my income.” Or “I’m going to do this or that.”  However, someone more experienced would know that isn’t going to happen.  A zealous person just getting started must focus and work hard to lay a good foundation.  If the zealot could stay focused on the same object for six or even ten years, where could he/she be then?  To attain the success of longevity one must have patience.

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

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

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

Happy Selling,

David