Posted on Monday, October 11, 2021

Book Recommendation: Willpower Doesn’t Work

Benjamin Hardy teaches us the hidden way to productivity and success.

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.

Posted on Monday, October 4, 2021

If It’s Important, You’ll Find a Way

If it’s not, you’ll find an excuse.

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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?

Posted on Monday, September 27, 2021

Are Your Sales Calls Great Conversations?

Simply dialing through your prospect list might not be enough.

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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?

Posted on Monday, September 20, 2021

What Should I Delegate—And How?

If you’ve got an assistant, you have the power to delegate. So how do you make the most of it?

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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:

Make a list of everything you do
Break down larger tasks into components
Identify tasks that can be done by someone else
Create instructions & checklists
Train & supervise

Posted on Monday, September 13, 2021

Are You Celebrating Your Wins?

Sometimes, the little things are a big deal.

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Salespeople know that when we close the deal on a big account, it calls for a celebration!

Meeting our goals for the year? Office party! Major milestone? Balloons! We might even celebrate just for making it through a difficult work week. You need to celebrate the wins, right?

YES. YOU NEED TO CELEBRATE YOUR WINS!

Let me say it again. You need to; you have to; you must—celebrate your wins! Here are some examples of wins you should be celebrating:

Posted on Monday, September 6, 2021

How To Prepare For Your Sales Presentation

Avoid disaster and take stress out of the equation with these presentation tips.

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Maybe presentations are easy for you—or maybe you think they’re terrifying. If you’re in sales, presentations are a common job requirement, but even if you’re a pro, they can still be stressful.

The stress we feel around presentations usually comes from a fear of something going wrong. And since this is real life, things do go wrong! The good news is that you can often avoid disaster and stress with a few common-sense preparation tips:

Always start preparing early.
Always bring backups.
Always budget extra time.

When you’re prepared, you’ll be able to stay calm and keep your presentation on the rails! Ready? Let’s dive in.

Posted on Monday, August 16, 2021

5 Ways To Stand Above The Rest

Great salespeople stand out and rise above the rest. If you’re not doing these five things, you’ll be lost in the crowd!

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Imagine this scenario: You’re shopping around for a service and meet a few sales reps. The prices are all reasonable, and the products are similar—but after you try getting back in touch with them, you get wildly different results.

One of them doesn’t return your voicemail, one person sounded too busy to deal with you, and another salesperson didn’t even seem to exist when you tried to look up their contact info!

The fourth salesperson, however, seemed like she was always on. No wonder she seemed to have a good reputation—she answered the phone every time you called and followed up with information when she said she would.

Obviously, she’s the one who gets your business. She stood head and shoulders above the competition. With these tips, you can too!