It’s been a challenging year with Covid, and as cases skyrocket it seems as if it could be a rough winter…
With the holidays and the end of the year just around the corner, I think it’s time to give your attitude a boost.
I want to share with you one of my all-time favorite books on how to develop the right mindset for overcoming and achieving just about anything. This is a book I picked up years ago, and I continue to read it at the end of every year as I set my new goals.
It’s made a tremendous difference in my results and my life.
It’s called, The Advanced Formula for Total Success, by Dr. Robert Anthony. If you haven’t read it—or haven’t read it lately—than this will be one of the most important books you’ll ever read. It’s packed with useful, no-nonsense examples that will really resonate.
It is out of print, but you can get used copies on Amazon.com for as little as ten dollars. Believe, me, it’ll be the best money you’ll spend this year.
Dr. Robert Anthony updated this book a few years ago and called it: “Beyond Positive Thinking.” That book is readily available, and there is an audio version of it if you prefer to listen to your books.
Either way, Dr. Robert Anthony is an awesome motivator who gives you the formula you need to set and achieve your goals—any goals.
So, while you’re contemplating that second piece of pecan pie, make sure you eat it while reading one of the most important books you’ll find in years.
Enjoy and all the best for 2021!
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 approachthat 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
2021 Sales Kickoffs are going to be different this coming January. Many will be held virtually—but that doesn’t mean they can’t still be impactful and motivating.
Especially when you hire Mike Brooks, Mr. Inside Sales to kick off your sales event!
Mike can customize your keynote, breakout, or sales kickoff session and deliver a content rich, motivating message that will launch your team into action in January.
Did you know that Mike was named the 2017 + 2018 + 2019 Service Provider of the Year by the American Association of Inside Sales Professionals? (https://aa-isp.org/annual-awards)
Do you need customized keynotes or breakout sessions on subjects like:
Prospecting – Both B2B & B2C
Dealing with gatekeepers
Overcoming objections and Stalls
Virtual Presentation Skills
Setting follow-up appointments
Motivation and Attitude Adjustment
And much more!
Also, Mike is available for:
Virtual, customized inside sales training for your team
Creating Script Playbooks that will make everyone on your team more effective.
One on One coaching for sales leaders and individual producers
And, of course, amazing keynotes and breakout sessions!
Want an even more personalized sales conference event? Then purchase a copy of Mike’s latest book: Power Phone Scripts, for each team member, and have Mike sign and mail copies right to your office! This book will give your team even more takeaways and valuable techniques they will use all year long to make more sales!
P.S.: Reach out now before all Mike’s speaking dates are full!
All the best for 2021!
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 approachthat 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
Peter Drucker—author of over 39 books on business—has been credited with inventing modern business management.
He’s credited with perhaps the most fundamental quote in business management, and it’s this:
“If you can’t measure it, you can’t improve it.”
You can credit Drucker for all the KPI’s you collect and measure, and for all the software that’s been created to measure all the stats in your sales process, i.e., calls, contacts, closing ratios, top, middle, and bottom of the funnel management, etc.
Recently, I had a concrete example of just how motivating measuring results can be when I downloaded a fitness app called Pacer. It’s a standard exercise and step counter. Very much like Fitbit, which I never used.
Pacer can track an exercise routine, such as a two or three-mile walk, and/or, it keeps track of all your steps in a day as long as you have the phone in your pocket as you walk around the office or house, etc.
To help motivate you, it has a pre-programed goal of 10,000 steps a day. If you reach that, you’re deemed to be highly active that day. It keeps a weekly total, broken down per day, that can be displayed with a bar graph or many other assorted variations.
What I immediately noticed is that as soon as I began measuring my steps for each day, I had the desire to improve it the next day.
If I reached 10,234 steps on Monday, I wanted to do at least 11,000 steps on Tuesday. And on Wednesday, I wanted to do at least 11,500 steps.
Just the act of measuring my actively level led to me searching for ways to improve it the next day. For example, during the walk I’d always take, I’d look for ways to make it longer—either take the next street, or walk all the greenway, or, finally, make two full loops instead of one!
Sure enough, simply by measuring my daily steps, I’ve improved the number I’m taking now on a daily basis.
And guess what? It’s the same with anything else. If you want to begin saving more money, even $20 or $50 a week, start measuring your savings at the end of each week and each month and each quarter. I guarantee that if you do, you’ll find ways to save an additional $5 or $10 or more each week.
And it’s the same thing with sales activity. Don’t just let your manager or company measure you, set your own sales activities goals and track them daily—or hourly.
This is a technique I still use to increase my output, which, to no surprise, always increases my sales results.
So, ask yourself: Do you have measurable goals for the areas in your life you’d like to improve? If not, then start writing down some measurable goals or activities right now. And then measure your progress each day.
And just like Peter Drucker said, within no time, you’re likely to improve in those areas that you’re measuring.
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 approachthat 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
First the pandemic; then being sent home to work; then finding it hard to contact people—who are also working from home…
Now that fall is almost upon us, things are still up in the air: are our kids going back to school? Are we going back into the office? Are prospects going to answer their phones?
In a sea of uncertainty, one thing is sure: we still have quotas to reach, bills to pay, and life will go on.
Here are 5 things you can do right now to prepare for a good fall, and a happy holiday season to come:
1. Don’t give up. Oh, I know, while you may not be able to see your way out of things right now, remember that things will change. More and more companies are opening up; each one of these companies have goals and quotas just like you. They want to—and need to—buy what you are selling. And they will.
So, work on adjusting your attitude and start visualizing the end of this year as much more productive than it’s been. Remember: It all starts with our attitudes.
2. Start with your existing client base. While it may be difficult to reach lots of new clients by phone, you probably do have the phone numbers of your existing clients. Call them this week; reconnect with them. And then ask for referrals.
Any referrals will do: Referrals in other departments of their company, other locations, other contacts they know. And don’t forget to get a handle on their needs this fall. Why not write a pre-order right now?
3. Re-write your email campaign. Many clients I work with are having big success by re-writing and re-organizing a drip email campaign for prospects. Question: When was the last time you rewrote your email campaign?
Start by updating your email message; for instance, change the “I hope you and your family are safe…” Way out dated. Need ideas? See here.
4. Make a production plan. And I don’t mean a “quota” production plan, I mean an activity plan. Do you have a specific goal for number of calls and emails you’re going make and send each and every day? Are you tracking it? Are you reaching it?
Someone once said that if you’re not planning, then you’re planning to fail. It doesn’t matter what your results are in the short term, what matters is your consistent activity level each and every day. If you put in the work—you’ll get results.
5. Put reinforcements in place. Make sure you devise ways of rewarding yourself when you reach your goals. Did you make your production goals today? Reward yourself. Did you reach your quota goal this month? Take yourself and your spouse/family out to a nice (socially distanced) meal.
We all need to take care of ourselves and give ourselves the motivation we need to succeed—especially in this environment. So, think about what you enjoy and reward yourself accordingly.
Practice these strategies this week, and begin looking forward to a happy and accomplished fall and holiday season this year. You deserve it.
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 approachthat 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
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 approachthat 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
Are you born with these traits, or can you develop them?
How early in life do you know you were meant to be a
leader, and how do you position yourself, throughout your career, to express
and expand on this calling?
And what role does adversity play in either derailing or
energizing and propelling you forward?
These are just a few of the crucial questions that Doris
Kearns Goodwin answers in her new book: Leadership In TurbulentTimes.
If you enjoy reading about and learning from history,
then you’ll love this new book. I highly recommend it. From the back cover:
“In Leadership, presidential historian and
Pulitzer Prize-winning author Doris Kearns Goodwin provides an essential and
accessible roadmap for aspiring and established leaders in every field and for
all of us in our everyday lives.
“Applying five decades of study, profound insights and
masterful storytelling, Goodwin demonstrates how four exceptional leaders—U.S.
presidents Abraham Lincoln, Theodore Roosevelt, Franklin D. Roosevelt and
Lyndon B. Johnson—overcame adversity and transcended personal ambition to
enlarge the lives of others. In today’s polarized world, these stories of
authentic leadership guided by moral purpose, collaboration, compromise, and
civility take on a singular urgency.”
Masterful storytelling indeed! Goodwin is a terrific
writer, and I was entranced by the stories she tells of these truly great men
and their trying times, and I was especially moved by their, “authentic
leadership” and their ability to work for the greater good.
These lessons apply to the business world as
well—especially if you’re facing major changes in your company or in your life.
And who isn’t?
Also, if you’re currently a manager, director or V.P.—or
if you’re a rep who aspires to be in a leadership position, then I highly
recommend picking this wonderful book and learning from the lives of these
truly special leaders.
Leadership In TurbulentTimes is a great
read!
Quick Announcement: New dates for our next Online Training have just been added to our calendar: Next course starts on Monday, February 24th at 2 p.m. EDT. Check it out here.
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 approachthat 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
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.
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 approachthat 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
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?
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 approachthat 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
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.
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 approachthat 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
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.
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 approachthat 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
