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

The Only Black Friday Sale that Matters

black friday sale

It’s that time of year again–the time when every company has a black Friday sale.  

I’m going to make this easy for you: We’re offering just one product on sale–the best product we have at the lowest price it has EVER been offered. 

It’s my bestselling 5-CD Series: How to Double Your Income Selling Over the Phone, and this audio series (available as in MP3 instant download as well), has made many sales professionals more money than they thought possible.  

By following this proven blueprint for success, you can double or even triple your income in the next 12 months. That is what happened for me and many others. 

Just think of what that would do for your career and your life… 

In addition (I did say this is the only Black Friday sale you’ll need), I’m also throwing in my bestselling ebook of scripts: The Complete Book of Phone Scripts. The regular price for this proven program is $249 + $49 for the script book (previous sale price for both $149), but for this sale, you can get both of these invaluable resources for just $79

Just use the coupon code: “Black” during checkout and you’ll be on your way to prospecting better, overcoming objections easier, and making more money than anyone in your office.  

How’s that for a Black Friday sale? Order Now 

Note: This sale begins now through Sunday, December 1st, Midnight.  

Here’s to making more money than you’ve ever made before! 


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 Sales Presentation: Things to Keep in Mind

Frontline Reps, B2B Sales, B2C Sales, Live Sales Meetings, Sales presentation, Motivation, Sales Tips, Sales Training, Best Practices, Communication, Connections, Demonstrations

Here is another excerpt from a really good book on sales I’ve been reading—and quoting from—this summer: “The Salesman’s Book of Wisdom” by Chriswell Freeman

“The Presentation”

“In 1914, Thomas J. Watson, was named president of the company that would come to be known as IBM. Mr. Watson was not only a founding father of the computer industry, he was also a master salesman. And he had this practical advice about sales presentations. He said, ‘Don’t worry about being a natural salesman. Just get into the office or store or home and try to sell with sincerity.

“If you’re not a ‘natural salesman,’ a sales presentation can be a nerve-racking experience, unless you learn to worry more about the customer’s needs than your own. But once you learn to ‘sell with sincerity,’ you’ll forget about your own nervousness and close more sales. The next time you’re making a sales presentation, be sincere, keep your thoughts focused on the customer’s needs and above all, be yourself. When you do so, you’ll discover this truth: In selling, sincerity breeds prosperity.”

Quotes on the presentation:

“Never forget a customer. Never let a customer forget you.” Frank Bettger

“Remember, you’re selling customer benefits, not technology or product features.” George M. Kahn

“Show your customer how your product removes their problems. Never leave a problem on your customer’s desk.” Linus J. Murphy

“A good sales presentation starts logically and ends emotionally.” Zig Ziglar

“In our factory, we make lipstick. In our advertising, we sell hope.” Charles Revson

“Remember, you’re not selling products or services. You’re selling solutions to your customer’s problems.” Robert L. Shook

“The real salesman must sell something of himself with each sale.” Robert W. Woodruff

“Throughout every presentation, I assume the sale.” Joe Girard

“People ought to listen more slowly!” Jean Sparks Ducey

“Speak the customer’s language.” Sales Adage

“Find a customer’s key issue, then concentrate on it.” Frank Bettger

“Your enthusiasm will be infectious, stimulating and attractive to others. They will love you for it. They will go for you and with you.” Norman Vincent Peale

“Stop thinking about yourself and selling with ‘commission breath.’ Start asking yourself how you can help your customer get what they want and need instead.” Mike Brooks


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

Continuing Education: The Key to Immediate & Long-Term Success

Best Practices, Confidence, Performance, Motivation, Attitude, Optimism in sales, Sales tips, Sales training, continuing education, sales quotes, sales skills, online training program, sales training program, Coaching, Frontline Reps,

“Selling is a skill, and like all skills, it must be learned through study and practice.”Thomas J. Watson

“A salesperson’s education is never completed: each day offers new opportunities to learn. Part of a salesperson’s training comes from nose-to-nose selling; in sales, there is no substitute for practical experience. But an integral part of one’s training comes from books, recordings, sales meetings and training courses.

“If you intend to make a lifetime (successful) career in sales, make a lifetime commitment to learning. And never make the mistake of believing that you know everything there is to know about the art of selling. For the savvy salesperson, school is always in session.”

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

Another great truth in the profession of sales. For my own growth and success, I found that the moment I made a commitment to improving my sales skills—from call to call—that was the moment I produced bigger and bigger revenues, month after month.

Enjoy the quotes below and remember that you can still save 15% on our award winning inside sales training that is conducted online starting next Wednesday, September 11th, at 4 pm EDT. Use the coupon code: “early” and get ready to crush your fourth quarter numbers!

Register Here

Quotes on continuing education you might enjoy:

“Only the most exceptional salespeople seek sales training. Only the best people invest in themselves.” Brian Tracy

“Know your business and keep on knowing your business.” Frank Bettger

“A salesman should never rationalize away sales failures. He should carefully analyze his approach and correct mistakes.” George M. Kahn

“Many receive advice, few profit by it.” Publilius Syrus

“No man ever became wise by chance.” Seneca

“Anyone who stops learning is old, whether at twenty or eighty.” Henry Ford

“What we are is God’s gift to us. What we become is our gift to God.” Eleanor Powell

“Learn from the skillful. He that teaches himself hath a fool for his master.” Ben Franklin

“It is what you learn after you know it all that counts.” Harry S. Truman

“When you’re green you’re growing; when you’re ripe you rot.” Ray Kroc

If you’re ready to take your sales to the next level, then save 15% by clicking here and registering your team for next week’s Online Training Program for inside sales!

Better training = better income. It’s that simple


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