Can You Make Your Goal This Year?

Can you make your revenue goal this year is the same thing as asking:

Can you run a marathon?

You know, a 26-mile marathon race?

Listen carefully to what your mental answer is: Yes or No.

When I ask that question at a sales conference, the majority say no, they can’t.

They think about the effort and endurance it takes; they think about the last time they tried to run; they consider their current physical shape and their lack of an exercise routine.

Considering these things, they generally tell me they can’t…

But the real answer is: they CAN run a marathon if they choose to.

You can too.

You see, the word “can” simply refers to the having the ability to do something.

And you have the ability to run a marathon—if you choose to.

If these people can do it, you can too:

There is Fauja Singh who, at 100 years old, completed the Toronto Waterfront Marathon. It took him more than eight hours, but he did it.

Then there is Patrick Finney’s accomplishment. In 1998, this Texas software engineer woke up with numbness in his legs. Doctors diagnosed him with multiple sclerosis. In 2004, he couldn’t walk any longer.

But Patrick didn’t give up. He committed to getting better, and with the help of medications and physical therapy, he learned to balance again, and after two years he entered and completed a marathon. He went on to finish 50 marathons in 50 different states – the first person with multiple sclerosis to do so.

These are just two of thousands of other inspiring stories (Just Google them!).

Now let me ask you a different way:

If I told you that I would give you one million dollars to complete my favorite marathon—the December Honolulu, HI Marathon—and I’m talking one million dollars cash, after taxes, do you think you could do it then?

I’ll bet you’d start practicing tonight, wouldn’t you?

Remember, can is an ability.

You have the ability to run a marathon, even though you may choose not to right now.

But you CAN.

And you can do a lot of other things as well—like make your revenue goal this year.

But you first have to believe that you can first.

Once you recognize and acknowledge your ability—and we all have a lot more ability and potential than we are using in every area of our lives—that’s when your life becomes an awesome opportunity.

You can achieve superstar performance in sales—others have, and you have the same ability to as well.

You just have to decide if you’re willing to put in the time and effort it takes.

But you can do it.

So, if you look at your revenue targets this year and think you can’t do it, reframe your thinking! Remember that you can—if you choose to!


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

Overcome Call Reluctance Today!

Two weeks into the New Year, and are you already stressed about picking up the phone and making prospecting calls?

I learned a secret years ago that enabled me to overcome my fear of making calls, and that allowed me to make hundreds of cold calls stress-free. 

In fact, after I adopted this approach, I actually looked forward to making calls! Imagine that….

The secret is that you have to simply adjust your attitude and expectation about making calls.

Let me explain:

If you’re like most sales reps, then you hate making calls because you’re either afraid of being rejected, or you’re are afraid you’re going to mishandle a call and so lose a good lead.

Well, here is the adjustment you need to make:

First, expect that you will get objections and that most people will reject your offer. That’s just the way it’s going to go. Think about it: Not everyone you speak with is going to be a prospect or a deal, are they?

So, a better attitude is to welcome a no.

That’s right. Expect that the vast majority of people you reach out to are going to tell you no. It’s all right!

In fact, the more people who tell you no, the closer you’ll get to the people who will eventually tell you yes. That’s true, isn’t it?

Once you adopt this attitude, the fear of being told no will fade.

And regarding fumbling a good lead—my experience is that if a prospect is interested, then they’ll speak with you. And believe me, you’re not so bad that an interested buyer will be put off by you, so don’t worry!

Instead, just use a good script, remember to ask questions and truly listen to their replies. If you do this, you’ll connect with loads of wonderful people who will buy your products and services and become happy clients.

Like my first sales manager used to say: “There’s nothing to it but to do it.”

So, put a smile on your face, roll those numbers, and thank all those uninterested prospects who get out of your way with a no.

Just remind yourself that you’re that much closer to a deal.


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

A Christmas Story For You

Have you read “A Christmas Carol” by Charles Dickens lately?

Seen the movie?

I once had a chilling reminder of the bad “Ghost of Christmas Future,” that I narrowly avoided all those years ago.

This is a cautionary tale, and I highly recommend you take a moment to read it:

One bright Monday morning, I was on my way to meet with a new client when I stopped at Starbucks for a cup of coffee.

As I stood in line, I saw a city bus stop on the corner and a bunch of people got off.  One guy—mid 40’s, tall and lanky—started walking towards the Starbucks, and there was something familiar about him.

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

After I got my coffee, 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 was an inside sales consultant.

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.”

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 jazz tunes in my plush car, I thought about how different our lives had turned out, and I wondered what happened to make them so different.

As I thought about it, I knew exactly what it was. 

During our time together as struggling reps, the owners of the company brought in a sales trainer, Stan Billue, to motivate us. Stan 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 would just keep doing what you were doing (ad-libbing), getting what you had been getting (poor results). 

Stan 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 that most sales reps will never be able to enjoy.”

I was sold on scripting out my presentation. Brad wasn’t. 

I invested in Stan’s training materials, and I committed to learning, practicing, and doing what he suggested.

My sales and income soared. 

Brad thought what Stan taught was just a bunch of old sales techniques that wouldn’t work for him.

Brad thought he knew better.

Brad didn’t believe in using scripts.

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

Brad 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 Stan Billue talk, and I realized, Stan’s training was the moment I made the decision to change my life.

When Brad 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 my commitment to investing in proven sales material, and then learning and using it diligently. I have no doubt that had I not committed to learning and using proven selling techniques, it would have been me who was taking a bus to my next, new job.

It still 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 bestselling book of phone scripts: Power Phone Scripts.

Amazon has it on sale for just $19.15 with free prime shipping! 

If you already have my book, then consider my CD-Series or enrolling your team in my On-Demand Inside Sales Training.

Bottom line is that any investment you make in your career will pay for itself, month in and month out.

Make this best holiday season you’ve ever had. Invest in yourself!


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

How to Avoid Call Reluctance

Nobody likes rejection, and fear of being rejected, of being unsuccessful, is what causes sales reps to avoid picking up the phone; it causes them to send emails instead of having a conversation with prospects.

The solution to this is to reframe rejection. And here’s how—answer this question: how many calls do you need to make before you speak to a potential prospect? Twenty-five, thirty?

And how many prospects do you need to speak with before you get a “lead”? Twenty-five, thirty?

Isn’t it true that the vast majority of your calls—and conversations—are unsuccessful in terms of finding an interested prospect?

The key to staying motivated, and to making calls, is to recognize this and embrace it as just part of the process. Face it: most of the time, you’re going to identify people who are not right for what you’re selling.

And that’s OK.

It’s like a professional baseball player: a good player—one who makes millions of dollars a year—averages a hit about 25% of the time. That means he strikes out 75% of the time he steps up to bat!

Three out of four times he “fails” and goes back to the dugout.

Do you think this depresses him? Do you think he goes back into the locker room and straightens up? (Kind of like sales reps who would rather clean their desks than make phone calls.)

NO! He can’t wait for his next up at bat, because each time he strikes out he’s that much closer to getting a hit—and that much closer to hitting a homerun!

And it’s the same thing for you as a sales rep. Face it: you’re going to “strike-out” most of the time, but it’s like Vince Lombardi said:

“It’s not important how many times you get knocked down,

what matters is that you get up.”

Once you can reframe being rejected as just getting closer to finding an interested prospect, you actually embrace getting turned down because you know it gets you that much closer to finding a buyer.

And once you look at it that way, you get motivated to keep calling…

So today, when you begin calling, if someone says they’re not interested, silently thank them for getting out of your way and for getting you that much closer to success. Because that’s what sales—and life, really—is all about.

Happy selling today!


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

Change Your Attitude with These Sayings

How often do you feed yourself empowering statements?

Getting positive and staying optimistic takes constant feeding, constant reinforcement.

Consume these sayings; pass them around the office; print out your favorite ones and get in the habit of cultivating a “Can Do” mindset:

“It is never too late to be what you might have been.” George Elliot

“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?


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

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