Salespeople, like all people, love staying in their comfort zone. It’s comfortable, after all.
Of course, staying comfortable means staying in place. If you want to make a big move, get to a higher level, build new relationships, and crush your sales goals, you’re going to need to “step outside your comfort zone.” Right?
Well, there’s something that works even better than stepping outside your comfort zone!
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When salespeople are prospecting, we’re in the zone. If you’ve got a solid prospecting schedule, you’ve blocked off time, and you’re giving it 100%. When you’re in the zone, those phone calls feel easy!
Many sales professionals, however, have an “Oh, crap” moment when one of their prospects returns their call. When a prospect calls you back, do you ever think, “I’m not ready to have this conversation right now?”
Just let it go to voicemail, right? Wrong.
An incoming call from your prospect might be the only chance you’ll ever get to talk to that person!
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I’m assuming after a long day at work you want to spend quality time with your family, catch up on a few house to-dos, read a book, maybe work on a hobby. Then, spend some time relaxing and a full night of restorative sleep, so you can meet the next day recharged and ready!
I know that’s what you want to do, but you’re probably thinking, “Yeah, right! In your dreams!”
We all wish we could read more, spend more time with our kids, and not feel swamped every evening. But most people struggle to live up to their at-home ideals—it just seems like there are not enough hours in the day!
So why do so many of us seem to lose control of our lives after the workday is done? The answer might be in how much time we’re devoting to our screens.
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You talk to yourself more than you talk to anyone else. You’re probably even talking to yourself right now by wondering, “Do I really talk to myself?”
We often take this inner dialog for granted. But we’re always listening to what we tell ourselves—and this self-talk can work its way into the conversations we have with other people. Over the years, I’ve met salespeople who don’t realize how negative their self-talk is—and how much it’s affecting their business.
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Have you ever hesitated when you’re facing a decision? A big decision can be scary—and usually, that fear is from the unknown. Am I making the right choice? Will my decision lead to the outcome I want?
We’ve all felt that pressure!
If you’re closing a sale, your client is facing a decision. And their fear of the unknown could kill your deal. The Crystal Ball Close helps your client overcome that fear. When you use the Crystal Ball sales closing technique, prospects will feel like signing your agreement is a natural next step and not a stressful decision.
With the Crystal Ball Close, you’ll do two things:
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For many salespeople, one of the most impactful techniques for time management is the “ideal week.” I’ve written in-depth about creating your ideal week and helped many people implement this ideal week blueprint into their schedule.
If you’ve used the ideal week method to take control of your time, you know it works!
Unfortunately, an ideal week won’t work forever. When you take control of your time and you’re able to accomplish more in fewer hours, there’s a good chance that you’re going to have to deal with success.
Success means more business, more responsibilities, bigger numbers, and bigger goals.
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Years ago, a co-worker came into the office one morning and told us about his son’s shocking announcement: His four-year-old was now a T. Rex, and thus would no longer be wearing shoes of any kind.
Getting a four-year-old ready in the morning is tough even on a good day—and when you’re a parent who’s already running behind, this is not the announcement you want to hear!
My co-worker didn’t lose his patience, argue, or yell. He just grabbed his son’s socks and shoes, said “Oh, well,” and headed out to the car.
It was the middle of winter. He knew that as soon as his kid’s feet hit the cold concrete outside, the boy would change his mind—and say, “Hey dad, can I have my shoes?”
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