Make First Impressions A Priority

If you’re not making first impressions a priority, you’re sabotaging your sales.

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!

two people shaking hands

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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How Top Salespeople Miss Out on Abundance

You’re #1—but do you still have a scarcity mindset?

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.

Sales Coach Dew Scarcity

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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The Yes Momentum Close

When your clients are saying yes, it’s hard to say no! This simple sales technique will have your clients saying yes time and time again!

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.

Yes Momentum Close - Sales Coach Dew Tinnin

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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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.

Sales Coach Dew Willpower Doesn't Work

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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If It’s Important, You’ll Find a Way

If it’s not, you’ll find an excuse.

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?”

Sales Coach Dew Find a Way

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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Are Your Sales Calls Great Conversations?

Simply dialing through your prospect list might not be enough.

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.

sales calls great conversations sales coach dew

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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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?

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.

Sales Coach Dew How to Delegate

Delegating effectively only takes a few steps:

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

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