Posted on Monday, August 1, 2022

Status Quo: Your Biggest Competitor

To overcome client objections, salespeople need to understand what makes us resistant to change.

Every sales professional will face a wide variety of objections and obstacles during the sales process. But whether you’re trying to close a deal, or simply set up an initial meeting, there’s one fundamental obstacle that you’ll come up against time and again: The status quo.

Never underestimate the power of the status quo. As a salesperson, it will always be your biggest competitor. Humans don’t like to change—even if we’re unhappy!

People will make any excuse to maintain the status quo and avoid change. From a prospect, these excuses look like these:

Posted on Monday, July 18, 2022

Be A Mighty Oak

What’s the most powerful sales skill you can develop? Resilience.

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Salespeople have to be resilient. We’re responsible for how much income we make. Our job is to go out and ask for the business. And a lot of the time, the answer will be a hard no.

Rejection is bad enough. When it’s tied to your paycheck, it takes on a whole new level!

The Mighty Oak Tree

When coaching my clients, I remind them that sales professionals have to be like a mighty oak tree.

Posted on Tuesday, June 28, 2022

Setting Better Goals: The 2-Year Approach

If you’re only looking one year ahead, you could be setting yourself up for failure.

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I’m a big believer in goal setting (like an Olympic Gold Medalist believer). Whether it’s in your personal life or your sales career, you need a goal to measure your success against and keep you motivated.

Every sales professional needs to set (and revise) business goals. Even if someone else in your organization is setting revenue goals for your team, you need to do your own personal goal setting—to make sure you’re working toward where you want to be. It’s critical to your business success.

Posted on Tuesday, April 26, 2022

Positivity Can Change Your Life

Learn how ten, positive emotions can drive you forward when faced with life’s challenges.

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Salespeople and business leaders face challenges, setbacks, and disappointments every week. If you’re in business, it happens! Sometimes it’s hard to stay positive.

Unfortunately, a negative attitude can destroy your motivation. Over time, it hurts your business, your career, and your personal life. Maintaining a positive attitude is often the biggest hurdle a salesperson must overcome.

Posted on Tuesday, April 12, 2022

The Easy Way To Find New Leads

Is your prospect list too short? Try the simple method of Power Prospect Brainstorming to rebuild it.

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Quite regularly I’m told, “Dew, I just don’t have enough leads!” As a salesperson, it’s hard not to panic when your sales funnel is drying up and fewer and fewer proposals are going out. You need to grow your prospect list and get more leads to call on—but it seems impossible.

Stop right there! There are ALWAYS enough leads!

Unfortunately, sales professionals often fall into a scarcity mindset and miss out on abundance. Feeling like you’ve “tapped your market” is a perfect example of scarcity thinking.

Keeping your prospect list full is crucial for your sales funnel and can drive an abundance mentality through your entire sales process.

Posted on Monday, March 28, 2022

Four Career Mistakes Sales Professionals Regret

No matter where you’re at in your sales career, it’s not too late to avoid these common regrets.

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Regret can make your life miserable. It can even force you to leave a career you once loved. After coaching and consulting hundreds of sales professionals and business owners, I’ve met plenty of successful people who wish they could do a few things differently.

Across this diverse group of people, these four regrets have come up over and over again:

Not asking for help
Keeping unnecessary relationships
Worrying
Jealousy

Posted on Monday, March 14, 2022

Getting The Most Out Of A Sales Appointment

Have a meeting with a prospect? Here’s how you can set yourself up for success.

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Every salesperson knows what they want out of their next client meeting—to close! But how do you make sure your first appointment will lead to getting your prospect’s business?

More importantly, how can you make sure this meeting is wildly successful and super efficient?

Your goal should be to make the most out of your sales appointment—and like any goal, step one is making a plan!