But before you can focus on making a routine a habit, you have to decide which routines will be the most effective for you. For me, there are four routines that have risen to the top—they’re the best at making me feel centered, productive, and in control of my day:
Get 8 hours of sleep with a regular bedtime
Exercise as soon as you wake up
Launch your workday with a to-do list
Make time to decompress every night
Putting these routines into consistent practice so that they’re happening at the same time every day can seem daunting. But once they fall into place, everything else in your life gets easier and happier. It’s amazing! Let’s take a closer look at each routine.
As a sales coach, I’m all about goals. My goal is to help salespeople achieve their goals—both personal and professional.
Every salesperson should know what their sales goals are. You might not have mastered them yet, but at the very least, you have a number you’re planning on hitting for the year. The goal is set—just start selling, right?
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!
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.
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.