5 Secrets for Successfully Working from Home

So how is working at home going for you?

Have you found a way to keep the dog from barking? How about the kids? And what about the gardener that blows every Tuesday?

Oh, and don’t forget to actually work! You remember, the prospecting calls you need to make, the demos you need to book, and the prospects you’re supposed to be following up with.

If you’re new to working from a home office, or if you don’t have a proper home office set up yet, then you know how challenging it can be to get into a rhythm, to remain productive, and to keep your attitude up.

I’ve had a home office for over 20 years and let me tell you—it took some getting used to at first. Luckily for you, I’ve boiled down the 5 most important routines I developed and still use to make me very productive working from home.

I encourage you to adapt and incorporate these secrets into your home routine as well:

Secret Number One: Establish a Daily Goal for Activity.

Just remember what’s crucially important in all of sales: You can’t write any business if you don’t have prospects and clients to pitch to.

And that means you have to put in the activity—the calls, the follow ups, the emails, etc., to set those demos/presentations.

And that means you need to have a daily goal for activity. Ask yourself:

  1. How many dials do you need to make each and every day?
  2. What is your contact rate goal—you know, the number of actual prospects you’re focused on connecting with in a day?
  3. How many demos/presentations are you focused on getting in a day? In a week?
  4. And how many demos are you focused on giving each day/week/month?

Not only do I have a daily goal, but I track my calls/contacts/demos each day. You should, too.

Secret Number Two: Make Your Prospecting Calls Early in the Day.

Let’s face it: Cold calling is hard. It’s easy to put off. Many things distract us when we’re in the office, but now there are a hundred more things at home that steal our focus.

That’s why I learned early on that if I get the hardest thing out of the way first, then each day will be successful no matter what.

But the key is to make this your number one priority before you move on to any other “non-essential” duties. By committing to the hardest—and most important—activity first, you’ll not only set up the demos and closes, but you’ll feel better about yourself as well.

Secret Number Three: Do Non-Essentials tasks at the End of Your Day.

I’ve got news for you: Sending that email after you get off the phone with a prospect isn’t an essential activity. They can wait a few hours…

Nothing steals your time or robs you of your momentum more than hanging up the phone with an interested prospect and then breaking your rhythm by stopping to send out an email to them.

Instead, jump back on the phone and keep dialing! Reach your goal first, and then you can comfortably (and without guilt) take time to send your emails.

The key is rhythm and momentum. Get it. Keep it. Power through.

Secret Number Four: Develop a Food Routine.

I know this might sound strange but planning what—and when—you’re going to eat is very important.

Now that you’re home, do you ever find yourself hanging out in your own kitchen or browsing your pantry?

And how about coffee or tea? Have you ever found yourself too caffeinated to sit at your desk?

Frequent breaks for snacks—especially bad ones to reward yourself after a good call before you send that email (see Secret Number Three above), also steal momentum and can turn into hour long, unplanned breaks.

Plus, when you’re at home, it’s easy to suddenly turn into a gourmet chef (as in: this is going to take the afternoon?).

Pack your lunch and snacks ahead of time, don’t binge the coffee, and follow your normal “work” meal routine.

Secret Number Five: Plan Your Day the Night Before.

Not planning your workday, the afternoon or night before is one of the biggest mistakes you can make—whether you work from home or in the office.

Before you call it a day, you need to gather and organize your leads; plan all your calls—your clients and/or prospects—know when your closes are and schedule prospecting calls up to and immediately after each one.

If you don’t do this, it’s easy to show up at your desk in the morning and watch that morning evaporate in a flurry of activity that results in—well, no results. 

In conclusion: You can work at home successfully and productively, but you first must establish and stick to routines that support that.

Follow the five secrets above, and you’ll be well on your way to outperforming your competition.


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

3 Secrets to Reaching Your Financial Goals in 2020

Now that December is here (by golly, half over…), it’s time for me to solidify my goals for 2020. I always balance my goals in all areas to maximize my growth both as a person and as a professional.

I have goals for health that include a targeted lifetime eating plan (vegetable based); goals for my business that emphasize professional growth; goals for creative expression that include writing and photography; goals for relaxation that include 3-day weekends and some Pickleball trips!

When it comes to setting and reaching these goals, I use a simple and proven 3 step process that has worked for over 30 years. I’m going to use a financial goal as an example but recognize that this method applies to the success of reaching ANY goal.  Here’s what to do:

Secret #1: The first step is to be absolutely precise on the desired goal. While you may have heard this before, it’s still amazing that many people I work with don’t practice this. For example, when I ask people what their financial goal is, they tell me, “Earn more money than I made last year.”

Here’s the problem with that: If you earn $1.50 more in 2020, then you will have reached your goal, won’t you?

Instead, define the exact amount. In determining that number, I always look at each month and factor in vacations, holidays, projects, etc., and then I add up each month and come up with an EXACT figure.

And then I add 20% more!

Once I have that “stretch goal,” I break it down again per month and write each month’s specific dollar goal everywhere so I’m looking at it each day of every month. I post it on my desk, in my car, in the bathroom; I know exactly what I’m going to accomplish each and every day. 

I’ve found that doing so turns each day into a magnet for that amount. If I don’t make that daily goal one day, I simply carry it over to the next day. And boy, what a day that will be!

If you haven’t done this yet, then do it before January 1, 2020. You’ll be amazed how much this will keep you motivated and into action. And you’ll love your increased production!

Secret #2: Get clear on where every dollar of that income is going to go. Ask yourself: “What am I going to do with all the money I’m going to earn this year?” How much are you going to save by the end of the year? How much debt are you going to pay off? Are you going to buy a new car? Pay for your kid’s education? How much do you have budgeted for vacation?  How about taxes? How about retirement? 

These are just some of the questions you should get in the habit of asking yourself this month here in December. Having this kind of clarity and purpose helps keep you focused and disciplined, and it has a magical effect on how the Universe helps you accomplish your specific financial goal.

Secret #3:  Once you are clear on your exact financial goal and know what you are going to get as a result of it, you can now practice one of the most important parts of any goal accomplishment: Acting as if you’ve already attained your goal. 

If you’ve ever read any book on the Law of Attraction, then you know all about the importance of accepting and believing on a subconscious level that you already have what it is you’re trying to accomplish. 

The Law is simple: The Universe responds to what you feel and believe to be true.

If you think you’re broke or that your territory is poor or that you can’t do something, then you’ll find evidence to support your belief and you’ll act (or not act!) accordingly. If you believe the opposite, then you’ll find a way to keep taking actions to accomplish what you believe is possible, and the Universe will provide you with the opportunities to confirm what you believe.

But the key is to believe it has already happened.  

By acting as if you are already the top producer at your company, or by going to sleep at night already feeling the feelings of having accomplished your goal, you’ll act like a magnet for the success you’ve already determined is yours. 

I have found that this ALWAYS works. Whether I believe I can or I can’t, I’m always right. 

I encourage you to use this month to put these secrets into your goal planning for 2020. If you do, then next year at this time you will be reaching for even more aggressive goals because you’ll have discovered the real secrets to performance in life. 

All the best for the new decade!


Need More Proven Responses to the Selling Situations You Face Every Day?

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Who Should Attend?

Any sales reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Avoid this “Ghost” of Christmas Future

When was the last time you read the classic book: “A Christmas Carol,” by Charles Dickens? If it’s been a while, I highly recommend it. Dickens is a superb storyteller, and there is a reason this is a “classic.”

While reading this, it reminded me of an encounter I had that was a chilling reminder of the bad “Ghost of Christmas Future” I narrowly avoided all those years ago. Here’s what happened:

I was on my way to work with a new client one day when I stopped at my local Starbucks for a cup of coffee.

As I stood in line, I saw a city bus stop and a bunch of people get off. One guy—mid 40’s, tall and lanky—started walking towards the Starbucks, and there was something about the way he was walking that was familiar to me.

When he entered the store, I recognized him from many years before when we were both struggling inside sales reps trying to sell investments over the phone.

His name was John. After I got my coffee, and he got his, he came up to me and said, “You’re Mike Brooks, right?” “Yes” I said. “Hey, we used to work together!” he said. “I remember,” I said. 

He asked me what I was up to these days, and I told him I had become a consultant in inside sales, and that I was off to work with a new client. I asked him what he was up to and this is when the chill hit me.

He said he was starting a new sales job today, and then he rolled his eyes as if to say, “And this one will suck, too.” I gave him my card and offered to help with any scripting he may need, but he rolled his eyes again as if to say: “Scripts don’t work.” I had heard him say this before…

We walked out of the store together and said goodbye and went our separate ways. He went to wait at the next bus bench, and I got into my Mercedes and drove away. 

As I sipped my coffee and listened to the tunes in my plush car, I thought about how different our lives had turned out and wondered what happened to make them so different. As I did, I knew exactly what it was. 

During our time together, the owners of the company brought in a sales trainer to motivate us. He spoke to us for an hour about what makes the difference between the top money earners in sales versus all the other sales reps. 

He said that you have a choice to either commit to learning and using proven scripts and sales techniques that would double or triple your income, or you could just keep doing what you were doing (ad-libbing), and then you’d just keep getting what you had been getting. 

He said: “If you are willing to do what most sales reps aren’t willing to do, then soon you’ll be able to enjoy the things, the lifestyle, and the future that most sales reps will never be able to enjoy.”

I was sold. John wasn’t. 

I invested in this sales trainer’s cassette series, “Double Your Income Selling Over the Phone.” I committed to learning, practicing, and doing what he suggested.

Soon afterwards, my sales and income soared. 

John thought what the trainer taught was just a bunch of old sales techniques that wouldn’t work.

John thought he knew better.

John didn’t believe in using scripts.

“I’ll sound like a telemarketer,” he said. “I have to go with the flow because each prospect is different,” he persisted.

John didn’t believe in putting in the time, energy, or money to get better.

So, he didn’t.

Fast forward to our Starbucks encounter. Over 20 years had passed between that sales trainer’s talk, and I realized, that seminar was the moment I made the decision to change my life.

When John showed up that day, he was the Ghost of Christmas Past that could have become my Ghost of Christmas Future

My life has changed because of other sales trainer’s material, and my commitment to consistently learning and using it.

My life is infinitely better because I did, and I have no doubt that had I not invested, learned, and used proven selling techniques, it would have been me that was taking a bus to my next job.

It sends shivers down my spine just thinking about it.

The moral here is that you, too, can avoid the Ghost of Christmas Past from becoming your future. There are a lot of great sales training books, CD’s, and courses you and your team can take advantage of to get better.

One of the best (in my humble opinion) is my book “Power Phone Scripts.” Over 500 word-for-word phrases, questions, and scripts that will make you better in just about any situation you find yourself in.

So why not give yourself (and your sales team) a gift this season?

Get it here

If you don’t want to invest in my material, no problem. Find someone else you respect and invest in theirs.

Make this best holiday season you’ve ever had and give yourself a gift that will repay you for the rest of your career.


Need More Proven Responses to the Selling Situations You Face Every Day?

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Who Should Attend?

Any sales reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

How do You React to Adversity?

Frontline Reps, Motivation, Sales Tips, Vision, Goals, Overcoming, Problem Solving, Commitment

Sales—and life—can be hard at times. In sales, you face a lot of rejection, daily, and yet you need to persevere and overcome in you want to succeed.

In life, too, there is adversity and things don’t always go your way. The question it: What is the secret to dealing with life—and sales—when situations don’t go your way?

The answer is to have a vision or goal that will keep you moving forward and on track no matter what. Some people call it a ‘burning desire’ to succeed, and it is this vision that enables you to work through the inevitable circumstances that can and do block your way.

What do I mean by vision?

A good example is a guy named Ray Kroc. When Ray was 52 years old, he was broke, had diabetes, just had his gallbladder and part of his thyroid removed. Ray’s circumstances weren’t very encouraging, but he had a vision to open a fast serve style hamburger restaurant and believed that if he served fresh food, prepared quickly and inexpensively, that people would come.

This was a big vision given it was in the late 50’s when eating at home was a family tradition. But again, Ray had a burning vision. So, each morning Ray woke up and took action out of his vision rather than his circumstances. After much hard work and perseverance, Ray’s vision resulted in his burger stand being slightly successful, and they now call it McDonald’s…

Same thing with a surfer in Hawaii named Bethany Hamilton. Surfing since she was five, Bethany had a vision to become a world champion surfer, but circumstances intervened. 

When she was thirteen, she was attacked by a tiger shark that bit off her left arm from the shoulder. She nearly died. Yet just six months later, she choose to take action out of her vision, and she overcame this traumatic event (and disability) and was soon surfing competitively again—and winning.

In fact, in 2004 ESPN named her “Comeback Athlete of the Year.”

Think about the circumstances in your own life. How is your company doing? How are your leads and your territory? What are your bills like? Other personal challenges? When you wake up in the morning, are you choosing to take action based on the temporary circumstances in your life, or do you have a burning vision for your success and where you’re ultimately going?

Another word for vision is goals. Do you have a specific production number you’re committed to by the end of this year? How about for 2020? How about five years from now? 

In other words, what is driving you?

The bottom line is that only a solid vision will keep you motivated. If you don’t have one, then circumstances will always distract and deflate you. Remember: It’s not what happens to you that determine your results—it’s what you decide to do next that does.


Need More Proven Responses to the Selling Situations You Face Every Day?

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Who Should Attend?

Any sales reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

It’s Fall! Do You Know What That Means?

Frontline Reps, Motivation, Goal setting, Sales Tips, discipline, Fourth quarter, close sale, Crushing, performance

It means the magic selling season has begun.

It means that regardless of how your year has gone so far, the perfect time to turn it around, to make and exceed your yearly quotas, is here.

Now. Fall.

It means that this is the time to recommit yourself, to dedicate yourself, to dream goals as big as you can—because you can make them all come true over the next three months.

During the special time known as “the fourth quarter.”

The way I do this is to start with the end in mind. Think about where you want to be on Monday, December 23rd—the week of Hanukkah and Christmas.

Think of how exciting that week is: Family, time off, gifts, holiday music and the general feeling of an accomplished year. This is the week you put your feet up and enjoy yourself. This is the week when it all comes together. This is the magic time of year.

Now, ask yourself: How much money would you like to have made? What do your presents look like? Where are you vacationing? What does your bonus check look like? Did you earn so much that you took the prior week off, too?

Now do this in all areas of your life. Do you want to be in great shape? You can, in three months.

Do you have a creative project you want to make progress on? Or finish? You can, in three months.

Just about anything you’d like to accomplish, you can, during the fourth quarter.

And it all starts today. The beginning of Fall.

So set some time aside today and dream away. Picture where you’ll be on the 23rd of December and work back and take action today to make that dream become a reality. That week will come whether you do this or not. And if you do, you’ll be so much happier…  

And remember: Don’t let what you cannot do interfere with what you can do.


Need More Proven Responses to the Selling Situations You Face Every Day?

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Who Should Attend?

Any sales reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Do This to Develop the Attitude of Top Producers

Cold Calling, Frontline Reps, Motivation, Phone Sales, Sales Tips, Activity, Best Practices, Building a Pipeline, Call to Action, Confidence, Identifying, Overcoming, attitude, top producers

Legendary basketball player and coach John Wooden said something years ago that I have adopted as a life philosophy:

“Do not let what you cannot do interfere with what you can do.”

Living by this philosophy has enabled me to accomplish much in my life, and it was the spring board to transitioning to top performance in sales.

For example, I used to complain about leads. “The top closers get all the good leads,” I use to moan.

Then my sales manager pointed out that the top closers started with the same pool of leads I had; they had just put in the time to cull through them, diligently, and after months of extensive work, they discovered, converted, and cultivated a great list of prospects and clients.

What I found out is that I couldn’t call their “great leads” but I could develop a list of my own—by working more hours, making more calls, and diligent hard work of my own.

And I did.

When I learned that the secret of getting better was listening to my calls, I found that my company didn’t record calls. So, I couldn’t do it through my company.

What I could do was go to Radio Shack (this was years ago—any of you remember Radio Shack?), and I could buy a black, rubber suction cup with a wire that connected into a cassette tape recorder. When I made a call, I pressed the “play / record” buttons.

So, I did. I tripled my income in 90 days.

When, as a busy consultant years later, I wanted to write my first book, I didn’t have the time I wanted to write (mornings).

What I could do, however, was diligently write a weekly blog and organize it so I would write a little bit of the book each week.

Two years later, I had enough material for my first book: The Real Secrets of the Top 20%.”

We all have limitations in our lives. But we can all do something right now to work toward and achieve our goals.

Want to get into shape but don’t have 2 ½ hours a day to work out in the gym?

What can you do today?

Eat better (less calories), walk or jog or ride your bike home? Go to the gym for ½ hour today and an hour on the weekend?

You see, all top producers—in any area of life—don’t think about what they cannot do. They focus on what they can do.

And then they do it.

And you can, too.

Write today’s quote on a 3X5 card and post in on your cubical at work, on your bathroom mirror at home, and on the dash board of your car.

And live with the attitude of, “What can I do today?”

And then do it.

If you do that, you’ll achieve anything you set your mind to.


Need More Proven Responses to the Selling Situations You Face Every Day?

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Who Should Attend?

Any sales reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

The Power of Thinking BIG

Cold Calling, Frontline Reps, Motivation, Phone Sales, Sales Tips, Sales Training, Best Practices, Call to Action, Confidence, Vision, Dream Big, Think Big

“Ask yourself this question: ‘How big can I dream?’”

Conrad Hilton

“Ralph Waldo Emerson wrote, ‘The world is all gates, all opportunities, strings of tension waiting to be struck.’ Emerson was a keenly gifted philosopher, but he spoke like a seasoned sales manager: He understood the power of big thoughts.

“All of us are surrounded by a swirl of great opportunities, but we’re usually too busy to notice. So we continue to do what we’ve always done, wondering why we get what we’ve always gotten.

“If you’re tired of the same old results, try a new approach: Make big plans; dream big dreams; and reach for the opportunities that surround you. In selling, big dreams do come true, but not until you dream them.”

From: The Saleman’s Book of Wisdom, by Dr. Criswell Freeman

In my sales career, everything changed when I started asking for bigger orders. At first I was scared that I would frighten away buyers, but, to my amazement, prospects began saying “Yes”!

Suddenly, I was doubling and even tripling my monthly sales all because I had the courage to ask for more. Life really is a ‘self-fulfilling’ prophesy: you get what you ask for…

Here are some of my favorite quotes to help you get into the mindset of thinking BIG:

“Imagine better than the best you know.” Venice Bloodworth (One of my all-time favorites)

“Think big. Act big. Dream big.” Conrad Hilton

“Do it big or stay in bed.” Larry Kelly

“If you want a quality, act as if you already have it.” William James

“The only thing that stands between a man and what he wants from life is often merely the will to try it and the faith to believe that it is possible.” Rick Devos

“Impossibility is a word only to be found in the dictionary of fools.” Napoleon I

“I have learned to use the word impossible with the greatest caution.” Wernher von Braun

“Don’t be afraid to take a big step if one is indicated. You can’t cross a chasm in two small jumps.” David Lloyd George

“As soon as you trust yourself, you will know how to live.” Goethe

So this week, step outside of your comfort zone and ask for the bigger deal, the top option, or the highest priced package you offer. Your results may just surprise you…


Need More Proven Responses to the Selling Situations You Face Every Day?

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Who Should Attend?

Any sales reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

The Power of Optimism in Sales

Coaching, Frontline Reps, Motivation, Attitude, Optimism in sales, Sales tips, Sales training, Best Practices, Confidence, Performance,

“It is never too late to be What you might have been.”

George Eliot

“Leo Tolstoy observed, ‘Faith is the force of life.’ Faith is also the force behind successful selling. The optimistic salesperson conveys an attitude of confidence to the buyer. The result? Lots of closings. But the pessimist talks himself—and the customer—out of the sale. The result? Lots of frustrations.

“If you’re looking for a proven prescription to improve your closing ratios, try a healthy dose of optimism. Because if you think the sale will close—or think it won’t—you’re right.”

From: The Saleman’s Book of Wisdom, by Dr. Criswell Freeman

Here are some quotes to help you get into an “optimistic mindset”:

“We see things as we are, not as they are.” Leo Rosten

“The sun shines not on us, but in us.” John Muir

“Sometimes success is due less to ability than to zeal.” Charles Buxton

“Whenever a negative thought concerning your personal power comes to mind, deliberately voice a positive thought to cancel it out.” Norman Vincent Peale

“We would accomplish many more things if we did not think of them as impossible.” C. Malesherbes

“They are able because they think they are able.” Virgil

“The greatest discovery is that a human being can alter his life by altering his attitudes of mind.” William James

“There is one thing which gives radiance to everything. It is the idea of something around the corner.” C. K. Chesterton

“The pessimist complains about the wind; the optimist expects it to change; the realist adjusts the sails.” William Arthur Ward

“A pessimist is one who makes difficulties of his opportunities. An optimist is one who makes opportunities of his difficulties.” Harry S. Truman

“I am an optimist. It does not seem too much use being anything else.” Sir Winston Churchill

“Make optimism a way of life.” Lucille Ball

“It is often hard to distinguish between the hard knocks in life and those of opportunity.” Frederick Phillips

“When a man is willing and eager, the gods join in.” Aeschylus


Need More Proven Responses to the Selling Situations You Face Every Day?

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Who Should Attend?

Any sales reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Rejection in Sales: What to Do About It

Coaching, Frontline Reps, Motivation, Phone Sales, Sales Tips, Goals, Effective, Examples, Performance, perseverance

“Rejection is an inevitable consequence of selling. Ironically, this fact is good news for the disciplined salesperson. If personal rejection were not an integral component of the sales process, anyone could sell; superior sale people would be commonplace. But the reality is this: Superior sale people are quite uncommon and thus demand a high premium in the marketplace.

“If you are looking for a dependable way to build an uncommon sales career, understand this fact: Rejection is an unavoidable part of the sales process. It is never to be taken personal.

“An old adage reminds us that the sale doesn’t really begin until the customers says ‘no.’ It’s worth adding that your sales career doesn’t really begin until you learn to accept ‘no’—and keep on selling.”

From: The Salesman’s Book of Wisdom, Dr. Criswell Freeman

Another great quote from this book which I’ve been featuring the last couple of weeks. I especially like the part about rejection not being personal. This was important for me to learn all those years ago.

When I realized that, I came to understand the saying: “Some will, some won’t, who’s next?”

Here are some other sayings, related to rejection, you might enjoy:

“Eighty-five percent of our customers say ‘no’ at least once before buying.” Ross Perot

“The greatest test of courage on earth is to bear defeat without losing heart.” Robert Ingersoll

“What is defeat? Nothing but education, nothing but the first step to something better.” Wendell Phillips

“Don’t believe in defeat.” Norman Vincent Peale

“To be successful, you’ve got to be willing to fail.” Frank Tyger

“Never let the fear of striking out get in your way.” Babe Ruth

“There is no failure except in no longer trying.” Elbert Hubbard

“To conquer fear is the beginning of wisdom.” Bertrand Russell

“Despair is the conclusion of fools.” Benjamin Disraeli

“Man is troubled not by things but by the view he takes of them.” Epictetus

“The human spirit is stronger than anything that can happen to it.” C. C. Scott

So get out there and just keep selling…


Need More Proven Responses to the Selling Situations You Face Every Day?

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Who Should Attend?

Any sales reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

The Harder You Work, The Luckier You’ll Get

Phone sales, sales motivation, sales tips, working hard, top salesperson, persistence,

“The only place where success comes before work is in the dictionary.”

Vidal Sassoon

“The world remembers Thomas Edison as an inventor, but he was also a spectacular salesman. Edison understood that simply inventing a product, no matter how useful, was not enough. He knew that he also had to sell his product to the public. And he did.

“Like any good salesman, Edison was an energetic worker. In fact, he attributed his success not to intellect but to diligence. He once said, ‘Genius is 1% inspiration and 99% perspiration.’ The same ratio applies in sales…”

From: The Salesman’s Book of Wisdom, by Dr. Criswell Freeman

In my 35 years of selling, managing, and coaching inside sales, there is one thing that has remained constant: The top producers in any company or industry are also the hardest workers. And if you’re in sales, then I know that you see this relation as well.

Here are some quotes to keep you focused on working hard:

“Selling is the easiest job in the world if you work it hard, but it’s the hardest job in the world if you work it easy.” – Frank Bettger

“If there is no wind, row.” – Latin Proverb (And great advice during summer!)

“I’m a great believer in luck, and I find the harder I work, the more I have of it.” – Thomas Jefferson

“If you believe in the Lord, He will do half the work: the last half.” – Cyrus Curtis

“Doubt, of whatever kind, can be ended by action alone.” – Thomas Carlyle

“It’s the job that’s never started that takes the longest to finish.” – J. R. R. Tolkien

“Action is worry’s worst enemy.” – Old-Time Saying

“The shortest answer is doing.” – George Herbert

So, bottom line? Get busy…


Need More Proven Responses to the Selling Situations You Face Every Day?

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Who Should Attend?

Any sales reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated