Meshell Baker: I’m curious. Do you know what separates top performing sales people from the rest? Is it their product knowledge? Their charm? Their strategies? While those play a role, the real secret lies deeper. It’s their love for what they do, the company they represent and the team they work with. Let me share this simple truth. When you focus on the value your company and products bring to the world, you naturally feel more energized, motivated and confident in your sales pitch and that energy. It’s contagious. It’s what seals the deal. So let’s dive into the three takeaways and one immediately implementable technique that will transform your approach to your work and elevate your results.

Number one Embrace your company’s mission. When was the last time you stopped to reflect on your company’s purpose? Most top salespeople are highly connected to their company’s mission and values. Why? Because believing in your organization is like adding rocket fool to your enthusiasm. Let me tell you a story about Sarah. A sales rep who struggled with quota until she started digging into her company’s mission. Sarah learned how her products impacted her clients lives. One day she visited a long term customer and saw their success firsthand. That moment flipped the switch for her.

She realized she wasn’t just selling a product, she was changing lives. From that day forward, her energy shifted, her conversations became more passionate and her clients noticed. In six months, Sarah went from struggling to being her company’s top performer. The lesson here when you genuinely believe in your company’s mission, it shows in your tone, your words and your conviction. And that builds trust with your clients. Number two Cultivate a positive mindset. Here’s a fact. Happy employees are 12% more productive and teams with high morale consistently outperform their peers.

But positivity doesn’t always come naturally. It’s something you need to cultivate, especially on the tough days. Example Think of a time when you had a rough call with a client or missed a big sale. It’s easy to spiral into frustration. Instead, take 30 seconds to reflect on what went well. Did you learn something? Did you build rapport? Reframing situations into lessons helps you grow and stay motivated. Your practical tip here Start each morning by writing down three things you love about your job. It could be your team, your client, or even the flexibility your work provides.

This simple gratitude practice rewires your brain to focus on the positives setting you up for a productive day. Number three Foster strong team connections. Have you ever heard the saying, if you want to go fast, go alone. If you want to go far, go together? Engaged salespeople thrive when they feel supported by their team. In fact, employees who feel connected to their co workers are 87% less likely to leave their company. Let me introduce you to Mark, a high performing salesperson at a growing tech company. Mark’s secret? He didn’t just focus on his numbers, he focused on building relationships with his team. He regularly shared strategies, celebrated wins, and lean on his co workers when he needed advice.

The result? A supportive environment that boosted everyone’s success. An action step this week, reach out to a teammate and ask how you can support them. Collaboration not only strengthens bonds, but also creates a culture of shared success. Here’s a powerful stat to remember Companies with high employee engagement outperform their competitors by a whopping 202%. That’s right. Your happiness and connection to your work directly impact your bottom line. So your immediately implementable step Start building your own engagement and motivation right now. Tonight, set aside 10 minutes to reflect on these three questions.

What excites you most about your job? How does your company mission align with your personal values? And who on your team can you connect with to build a stronger bond? Write down your answers and tomorrow act on one of them. Whether it’s sharing your enthusiasm with a client or collaborating with a teammate, remember, success in sales isn’t just about your product. It’s about loving what you do, the people you work with, and the mission you represent. Your positivity and passion are your greatest assets. Now go have a great day Selling.

Scott Ingram: For more from Meshell, just click over to DailySales.Tips/1848 Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!

Jacquelyn Nicholson: I think when people hear no, they just assume, okay, it’s no. Move on. To me, a no is always an opportunity to ask what they want.

Scott Ingram: Talk about that some more.

Jacquelyn Nicholson: Well, I think obviously there are situations when a prospective customer says no that, okay, it really means no, that’s fine. And it’s not. It’s just to me, though, it’s also an opportunity to go deeper. And I think a bit of a corollary to that is if you’ve lost a deal. So let’s say your company tried to sell a solution to a prospective customer. They signed with a competitor or a similar company and they signed a contract for a year. Well, just because you lost that round doesn’t mean you shouldn’t stay in touch with that person and to provide value over time because you can always win that business back. And I’ve had that situation happen to me the last two years where we’re competitive.

Situations where we had lost prior to my arrival, where we stayed in touch with the prospective customer and several times now have actually been the victor in the next time around. So no. Yes means, I mean, I get that no means no, but at the same time, you know, there’s depending on where you’re at in a negotiation or particular conversation, they could be seeking more information from you, a concession, more value. And so you want to uncover that instead of just taking the no at the face value and moving on, you’d want to ask the questions, uncover the motivation, uncover the reasons, and then you can make an assessment as to when you might be back in touch. But it’s never really over. Is. My point is you can always reapproach that situation.

Scott Ingram: For links to connect with Jacquelyn and to this full original interview, just click over to DailySales.Tips/1841. Once you’ve done that, be sure to come back for another great sales tip. Thanks for listening!