Recently, I had an experience that reminded me how important first impressions are. If you’re a salesperson, getting this right needs to be a top priority!
Your first impression can literally make or break a deal—and research has shown that people start determining whether you’re trustworthy in as little as a tenth of a second. What they decide within the first seven seconds of meeting you can influence the rest of your relationship!
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In The 7 Habits Of Highly Effective People, Stephen Covey describes two opposing views: the scarcity mindset, ruled by a fear of limited resources (you should get your piece of the pie before someone else gets it), and the abundance mindset, in which you believe there’s always enough to go around.
I’ll let you guess which mindset is most common in highly effective people! (Spoiler alert! It’s the abundance mindset.)
Top sales performers usually think they’re living in an abundant mindset. They know they’ll never run out of clients. They know that there’s plenty of money in the world, and the success of another salesperson on their team isn’t a threat, but something to be celebrated. They’ve figured out how to use the abundance mentality in sales.
However, after years of working as a sales coach with top producers, I’ve discovered a few areas where scarcity creeps into a salesperson’s mentality—even when they’re the most successful producers on a team. One of the most common symptoms I see: a salesperson who can’t stop answering their phone. I know you’re thinking, “but Dew, you wrote a post about sales rock stars answering their phone,” but hear me out on this one.
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Salespeople usually have a few go-to closing techniques they use all the time. But if you want to be a real sales champion, you need to have a full arsenal of closes! This week, we’re looking at a deceptively simple closing technique: The Yes Momentum Close.
The Yes Momentum Close is an attitude-type closing technique. The idea is to keep your prospect excited about the discussion at hand. By creating positive momentum throughout your entire sales presentation, you can ride the “yes” momentum to a closed deal.
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If there’s one thing that being a salesperson teaches you, it’s that being successful takes grit. You need raw willpower to find prospects, make calls, overcome objections, and close deals.
In fact, getting anything done in life means you just have to set your mind to it—and will yourself into action. If you’re struggling, you simply don’t have enough willpower. Try harder!
Sounds really tough. What if it’s all wrong?
In his book, Willpower Doesn’t Work: Discover The Hidden Keys To Success, Benjamin Hardy asks if there’s a better way to get things done—a way that doesn’t feel like a painful, uphill battle against yourself.
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Do you have something on your list that just never gets done? What about a project or an idea that you’ve “always wanted to do” for years? A habit you’ve been “meaning to work on?”
We want to reach our goals. We know we should take care of our bodies, our minds, our relationships, and our businesses.
So why do some things always get done while other things never even get started? How can we motivate ourselves to accomplish what we want to accomplish?
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I’m constantly reminding salespeople that you have to know your numbers. It’s more than just knowing revenue—you need to know if you’re hitting the right amount of calls and appointments to stay on track to your sales goals.
When it comes to dialing prospects, there’s a problem: Numbers tell you quantity, not quality.
I tell my sales coaching clients they need to set a weekly goal for great conversations and track that number most importantly. So, what qualifies as a great conversation?
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Delegation is difficult for a lot of salespeople. Some struggle to give up control (even for tasks they don’t like). Others only delegate a few things, missing opportunities to free up time for income-producing activities.
Delegating effectively only takes a few steps:
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