“The only reason you’re feeling Impostor Syndrome is because you’re growing, and this is your sweet spot.” – Amber Deibert in today’s Tip 1389

What’s your thought about this?

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Amber Deibert. Amber is a performance coach who helps Enterprise Account Executives in Tech conquer imposter syndrome and manage their mindset. She has helped hundreds of clients get their mojo back and get back on the top of the leaderboard. Here she is:

Amber Deibert: What’s up, y’all? Amber Deibert, your friendly neighborhood performance coach here with a little tip coming in hot. Also coming in hot with a little bit of a cold. So I’m a little more tasty than usual. Okay, let me hit you with a reframe for Imposter Syndrome. Here’s the thing. Whenever somebody comes to me and they say, I’ve just felt Imposter Syndrome my entire career, it’s just part of me. It’s something that I’ve felt non-stop. I know one thing to be true about this person. They have grown quickly in their career. They did not stay in one place for very long. They were frequently promoted, frequently moved to a new role, frequently got the next biggest, latest, greatest. And so they were always in a growth phase. Remember that imposter Syndrome is just a sign that you’re in a growth phase.

I think of Imposter syndrome the same way I think of that little bit of soreness that you get after you exercise. And I always, whenever I feel that little soreness, I’m like, oh yeah, doing it right. Like, this is fantastic. And Impostor Syndrome is really the same thing. When you feel that little hit of Imposter Syndrome, it’s really a sign like, yeah, it’s uncomfortable. Being sore is not comfortable, but it’s really a sign that you’re growing and that you’re in your next growth phase, you’re a major success.

So the other thing I know to be true about you or anybody else if they’re experiencing Impostor Syndrome is that you’re the kind of person who loves growing. You love professional development, you love to change. You always have higher aspirations for yourself and what you want to accomplish. You’re the kind of person who just hates complacency. You w ould die if you had to be complacent, if you were stuck in the same position, if you felt like you weren’t growing. Going to a job where you feel like you just clock in, clock out every day, and don’t really make an impact and don’t really see an upward trajectory for yourself, probably sounds miserable.

So as a result, you’re the kind of person who’s always going to be in a growth phase. And with a growth phase comes Impostor Syndrome. So now the way you can look at Imposter Syndrome is you can remember that the only reason you’re feeling Impostor Syndrome is because you’re growing, and this is your sweet spot.

When you no longer fight against the Impostor Syndrome and have all these thoughts about how you shouldn’t feel this way. And this means that everything’s gone wrong and this means that you’re a fraud. When you notice hey, I’m feeling Impostor Syndrome. This means I’m in my sweet spot and you don’t allow it to have any more power over you. You will completely reframe the way you think about Impostor Syndrome, and it will no longer hold you back. You’re welcome.

Scott Ingram: To thank Amber for her tips and to get connected, just click over to DailySales.Tips/1389. There are also links on that page to her podcast and her Manager Your Mindset course. Again, you’re welcome. Thanks for listening!

“When you act desperate, when you seem like you need the sale and it’s about you, it repels the client.” – Scott Ingram in today’s Tip 1388

What’s your thought about this?

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Ian Koniak’s YouTube channel. Here he is:

Ian Koniak: If you come across like you need a client more than they need you, human psychology actually will push the away. In other words, if they think you need something, they need you less. If they think they don’t need you, they actually feel like they need you more.

In other words, when you act desperate, when you seem like you need the sale and it’s about you, it repels the client. When you tell them, Look, we don’t have to do business. You know what, in fact, I don’t want to do business unless I know you want to do it and it’s really going to help you.

If you don’t want to do business, that’s fair. Let’s figure that out upfront and make a determination. That whole, you know, either way, is fine with me mindset. It’s amazing how it actually pulls them towards you and they will want to be closer and do business with you because they don’t think you need them. In fact, they’re thinking, no. Actually, I need this guy because he really knows what he’s doing. He doesn’t need me.

Scott Ingram: For more from Ian, including a link to his YouTube channel, just click over to DailySales.Tips/1388. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Stay focused on what your target is and you will find original, creative, unique solutions.” – Meshell Baker in today’s Tip 1387

Do you stay focused on what your target is?

Join the conversation below and share your thoughts!

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip might just be exactly what you need. Here’s the unwavering Meshell Baker:

Meshell Baker: Today I want to talk about: When Focus Wavers. As we approach the end of 2022, there are some more sales reps that may not feel like you’re going to reach your target. And your focus and your belief in everything you were excited about at the beginning of the year may feel like it’s wavering, like I don’t even know how I’m going to do this. And any sales rep will tell you, no matter how successful everyone of us has been there at some point in life.

So when you’re in that state of waver, you’re waiting and it creates uncertainty. You waited for some deals to close. You waited for things to turn around. You’re waiting for it to look and feel like the success that you had hoped for. And that can cause you to have apprehension and doubt. You have accepted the conditions that you may not reach your target. And the voices of distinction, internally and externally feel like they may be getting louder. And the truth is they could be getting louder. And this will create an emotional drain because the back and forth of; Oh, I hope I can, or maybe I can, or I wish I could, but it’s not happening. That will drain any human being and it creates a sense of resignation and doubt and difficulty and you really do feel like this could be impossible.

And the truth is, there is always an opportunity to succeed. It’s not over until it’s over. The saying and it’s not over till the fat lady sings is absolutely so true. There have been so many times at the last two weeks of the year I have made quota. I actually won a sales trophy because I held the focus that it was absolutely possible, no matter how ridiculous it felt.

Remember, focus is to follow one course until successful. Whatever that target is, if you need to read it out loud every morning, every lunchtime, and at the end of every day and before you go to bed, hold your focus until your year-end. There is always an opportunity and the more you hold focus on that one course until successful, you will end up finding original, creative, unique solutions that will help you to solve for whatever it is you’re attempting to create. You have every bit of abilities and capabilities to succeed this year. Follow one course until successful. Stay focused on what your target is and you will find original, creative, unique solutions. Have a great day selling.

Scott Ingram: Do you know somebody that really needs to hear this tip? Send them to DailySales.Tips/1387. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“At the end of the day, this the season to be thankful.” – Jack Wilson in today’s Tip 1386

Are you grateful?

Join the conversation below and share your thoughts!

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today we continue our Thanksgiving theme before taking a very short break this weekend with Jack Wilson. Here he is:

Jack Wilson: What’s going on Daily Sales Tips Community? Jack Wilson back with another tip, and this time it’s going to be your typical cliche holiday themes tip. My tip is to be thankful, but I want you to take a different perspective on thankful because I think every time we pause and reflect on it, it’s easy to think of the positive things in our life that we’re grateful for and we want more of. But recently, our team at Fringe, we had this conversation on a team call about what we were thankful for. And my response was actually that I’m thankful for the problems that I have, because the problems that I have, although they might be challenging and stressful at the moment compared to a lot of what’s going on in the world and relative to some other people, those are really good problems to have. And I’m fortunate that those are the problems that I do have. So what I want you to think about in your career is take some time to think about the things that you’ve been complaining about, maybe things you dislike about your role or specific things that have happened that caused you to be upset or stressed out. And I want you to try to think about why you might be grateful for those things. And at the end of the day, this the season to be thankful.

Scott Ingram: I’ve just got to say publicly how grateful I am for Jack, and so many others who contribute to this show. These tips impact me too. In fact, Amber’s tip from two days ago was exactly what I needed to hear. I also need to callout Meshell Baker for her weekly tips. I’m grateful that we get to kick things off with her each week and she’ll be the next voice you get to hear after this short little two-day break from tips this weekend. Thanks for listening!

“Take some time to catch your breath. Rest, recover and get ready for this final push.” – Scott Ingram in today’s Tip 1385

How about you? Do you take a break?

Join the conversation below and share your thoughts!

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. As is tradition as we celebrate Thanksgiving here in the US, I mostly want to thank you for listening to this podcast and being a subscriber. It means a lot and I’m just really really grateful, and of course, I’ve got to put some type of productive spin on this and maybe even share some insights into what’s going on in my life.

In a lot of ways, this has been a challenging year for me, but as you’ll hear in Jack’s tip tomorrow, they’re good challenges. That said I’m dealing with a bit of burnout. I basically work two full-time jobs between my quota-carrying sales job and then all things Sales Success and I typically work at least a little and sometimes a lot on most weekends.

As we gear up for this final sprint to the end of the calendar year I’m going to encourage you, and myself, to really take a break. Take some time to catch your breath. Rest, recover and get ready for this final push.

I guess this is all relative, but for me that means I’m going to completely take today and tomorrow off. I’ll be doing the Turkey Trot with my family first thing, as is our tradition, and then looking forward to watching the Cowboys game today, the Longhorn game tomorrow as well as the US/England World Cup match.

Then I’m going to take some time on Saturday and Sunday to reset my productivity process, to re-prioritize, and get ready to finish strong. I’m also going to put the show on pause just for a couple of days and skip the tips this weekend. Like I said, Jack Wilson has a got a great tip coming your way tomorrow and then we’ll be back on Monday.

I hope you’re able to make the most of your holiday break and get what you need from it. I’ll talk to you again next week and thanks again for listening!

“Once you get that inertia going and you start getting the momentum going, you will overcome the overwhelm. You’ll get back into your groove and overwhelm will no longer have a hold of you.” – Amber Deibert in today’s Tip 1384

Do you keep wasting time doom-scrolling?

Join the conversation below and share your thoughts!

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Amber Deibert. Amber is a performance coach who helps Enterprise Account Executives in Tech conquer imposter syndrome and manage their mindset. She has helped hundreds of clients get their mojo back and get back on the top of the leaderboard. Here she is:

Amber Deibert: What’s up everybody? Amber Deibert here, your friendly neighborhood performance coach. Are you sick of me saying that yet? My favorite thing to say. Alright, today I’m going to teach you about something that is ruining your life. It is causing you to want to just scroll on your phone, doom scroll, if you will, or read the news or play chess or whatever your vice of choice is. And this problem is called overwhelmed.

Whenever you feel overwhelmed, it leads to inaction. Nobody feels overwhelmed and takes amazing action. It’s so funny because whenever you feel overwhelmed, it’s because you’re thinking of 200 steps in front of you and everything that you need to do and it feels all very overwhelming.

So let’s imagine that you are thinking about everything you have to do for Q4, and you’re thinking about all the calls you need to make and all the prospecting you need to do and all the pipeline building and all the closing and all the proposals you need to make, and you’re thinking about all this stuff, and it feels very overwhelming.

Well, the logical thing to do would be to go and do some of those things so that you don’t feel overwhelmed anymore. But do you do that? No. Instead, you doom scroll on your phone, on your computer, wherever else, on LinkedIn. Come and be up on LinkedIn if you’re over there and you don’t take action in a way that would actually reduce your overwhelm. But this is true for every single human.

So instead of doom scrolling, what’s really helpful is to notice that you’re feeling overwhelmed. And the best way to move out of overwhelm is to break up your list in very small pieces. Stop looking at 200 steps in front of you. Look at just the next one or two things you need to do. And if the next one or two things that you need to do feel very big and very overwhelming, break them up super small.

Sometimes when I’m really hesitating to do something, I’ll even make my first list, my first item on the list to be open laptop. And then I get a little hit of dopamine when I cross that off the list. And then my next item on the list is login to the website and then I cross that off and I get a little hit of dopamine. Once you get that inertia going and you start getting the momentum going, you will overcome the overwhelm. You’ll get back into your groove and overwhelm will no longer have a hold of you.

Scott Ingram: For links to connect with Amber including links to her podcasts and Manage Your Mindset Course, just click over to DailySales.Tips/1384. Once you’ve done that, be sure to come right back for another great sales tip. Thanks for listening!

“Don’t be afraid to say no, because oftentimes that can do you a ton of good in terms of building that relationship and trust with your prospects.” – Will Yarbrough in today’s Tip 1383

Do you afraid to say no?

Join the conversation below and learn more about Will!

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Will Yarbrough. Will is a career sales professional and currently serves as the Vice President of Sales at Fleetio, a fleet management software that helps organizations track, analyze, and improve their fleet operations. Skilled in sales, management, and leadership, Will sees opportunities and easily matches them up with solutions. Here he is:

Will Yarbrough: Being that salespeople often forget is that people buy from people. More specifically, people buy from people that they like and they trust. We’ve all heard or seen the Guidance Sales 101 type things of asking rapport building questions how’s the weather? How are your kids doing? What are you up to this weekend? How’s your team doing this season? All of these things help to build a relationship and build affinity, not only for the salesperson, but also for the product or the brand that we represent.

Now, one unconventional way that you can build rapport, build trust, and build credibility is through feature and functionality questions. All too often, salespeople are miscast as ‘Yes People’ saying yes to anything and everything to earn the sale, earn the commission check, and ultimately close the deal. It’s important to remember that oftentimes saying no or we don’t do that, is a great way to build credibility, because again, we can be misconstrued as yes people. Saying no to something helps the prospect feel more comfortable that you’re being honest, you’re being transparent, and you’re giving them the full truth about what your solution can or can’t do. Specifically, in long-term contracts where oftentimes the relationship and the partnership can be more valuable than the actual solution itself, it’s really important to build that trust and credibility.

So ask about the weather, but also don’t be afraid to say no, because oftentimes that can do you a ton of good in terms of building that relationship and trust with your prospects.

Scott Ingram: For links to connect with Will and to check out Fleetio, just click over to DailySales.Tips/1383. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“So establish clarity, credibility, make connection and you will have more creativity and have conversations that absolutely elevate your sales game.” – Meshell Baker in today’s Tip 1382

Do you create confident communication?

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Happy Monday everyone. Today’s tip comes from Meshell Baker, your favorite sales confidence igniter and authentic selling crusader. Here she is:

Meshell Baker: Hello! Today we’re going to talk about creating confident communication. First, I want to share with you why that’s important. Because everything you want, life, is on the other side of communication. Basically, everything you want is on the other side of a conversation with another human being or group of human beings that you have persuaded them, inspired them, or maybe even convince them that what you were saying, what you were presenting was of value to them, and they are saying yes. When you struggle to communicate with people around you, your life is a struggle, your business is a struggle, and your sales will always be lackluster. So your ability to confidently communicate will change and transform your career and your life.

So I’ll give you four steps to process. As you think about the next time you have a conversation and you communicate with somebody.

Step one is clarity. Always begin the conversation clarifying while you’re there. Most people just jump in and start talking about what they want to talk about and assuming that you’ve established this rapport, the person knows you. You’ve already been in the process, not realizing that you don’t know what that other person’s day has been like, where they’ve come from, what they’ve been dealing with. Remember, everybody’s fighting a battle you don’t see. Your ability to level set and get clear on why we’re here and have just a little banter and chatter will actually open wide the opportunity to create a conversation that’s valuable to you both.

The second thing is think about the credibility of the people that you’re with. Why are they here? If you’re in a group of people, make certain that people have the opportunity to briefly introduce themselves and give them an example. You are the first person to say, I want everybody here to share with me in 60 seconds or less, why you’re here, what you bring to this meeting. And then you give the example. Do not volunteer someone. You are the leader. You give the example of what that 60 seconds looks like, so then you can hold other people accountable. When they start to drift over the 60 seconds.

The next thing is make connection. Ensure that you have time for people to ask questions and to have time before and after to connect with the people. If you hear a connection in the room, make that known to everybody. Oh, my God. Yes. You too. Absolutely get together afterwards. I believe you have something that would matter to you. And if you feel a connection and you’re sitting there talking to a prospect or you think there’s someone that they will be valuable, share that with someone. Ensure that you are being valuable at every given opportunity and making connections with people for other people because rumor everything is on the other side of a conversation. So if you’re helping people connect seamlessly with other people that are valuable, it makes you valuable and therefore it makes you someone people want to work with and be around.

And the last thing is when people are in this atmosphere and create this culture and you captured this essence of people being comfortable and feeling able to be authentic and honest and have this conversation, you will generate more creativity. And the more creativity you have when you’re with one on one or with a group of people, the more likely that you guys will create together something that is powerful, that is profitable, that is purposeful and intentional to why you clarified you were there at the first beginning of the meeting.

So again, confident communication is how you create all and capture all your opportunity and have more clients and it’s always on the other side of conversation. So establish clarity, credibility, make connection and you will have more creativity and have conversations that absolutely elevate your sales game. Have a great day selling

Scott Ingram: For that link to connect with Meshell and more, click over to DailySales.Tips/1382 and then, come on back for another great sales tip. Thanks for listening!

“Getting vulnerable is something that a lot of people aren’t very good at. And when you can do those things together, that’s where the bonds really strengthen.” – Jeff Bajorek in today’s Tip 1381

Are you brave enough to ask them? 

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Jeff Bajorek, and this is super timely. Give a listen:

Jeff Bajorek: Here’s a simple way to leverage gratitude at the end of the year to create new opportunities for your business at the beginning of next year. Now naturally, as the year comes to a close, you’re going to be thinking about gratitude. You’re going to want to spend some time, show your appreciation to your best customers and clients. You’re going to want to think about where you’ve come over the past year. Maybe you just started this year. You’re definitely going to want to think about where you’re going in the future.

And I’m going to give you five questions to ask during these conversations that are going to deepen those relationships. You’re going to learn some things you need to do a little bit more of. You’re probably going to learn some things that you can do less of. But most importantly, you’re going to get the language, the specific language that you need to use in order to find more customers like them. And who doesn’t want to replicate their best customers?

So five questions for you.

The first one is, why did you choose to do business with us the first time? And I’m going to caution you here, they’re going to give you a very surface-level answer. They’re going to say something about the great experience. They’re going to say something about how good of a product or solution you have. They’re going to want to be complementary, but they’re not going to be that specific.

So question number two is, can you please be more specific? And you want to ask this question because you need to get vulnerable. You need to get vulnerable with them so that they can get vulnerable with you because the specificity of their answers matters here. So that second question might go something like this. Look, I appreciate that answer. Let me give you a little more context for the question. I really appreciate the relationship that we’ve built in a short time or maybe over a long time. I really appreciate the relationship that we’ve built and I’d really like to replicate that with other clients. So it’s really valuable to me if you could be more specific about why you chose us, because it will help me understand that I’m on the right track. It’ll help me understand how to build more relationships like this one. And when you break down your own walls, when you get vulnerable yourself, you will create the space for them to get vulnerable with you. That’s really important. So after you ask that clarifying question, you’re going to get a much better, more detailed, more usable, beneficial answer.

The third question I want you to ask is, why do you continue to do business with us? Many of your clients ordered once and then they continue to order. And the reasons that they continue to order are often different than the reasons they ordered from you the very first time. So again, we’re getting more vital information here. You’re going to learn some things, and you’re probably going to learn that your assumptions are incorrect. This is exactly why we have these conversations.

Question number four is, wait for it. Do you know anybody else that might appreciate this kind of value? Now, you’re asking for referrals at this point, but because you’ve created the conversation and the environment for this conversation, it is a much more welcome question. And remember, these are your best customers. These are the ones that are most likely to want to see you succeed. But they don’t know how to help you until you ask. And this is the best way for them to help you. So shamelessly, because there’s no shame in it. But be bold and be willing to ask for those referrals.

And then finally, the fifth question. And you can ask this or not, depending on how frisky you’re feeling. Would you mind introducing me to those people? That’s the best way to get a referral anymore. Look, you’re not looking for a lead list. You’re not looking for some names and numbers to call so you can drop a name. These are your best clients. You want to make more just like them. And if they trust you enough to make the referral, they trust you enough to make the introduction.

So if you can ask these five questions of five of your best customers, you’re looking at 5 – 10, maybe 12 or 13 solid referrals. Referrals and opportunities that can get your year started off on the great foot. It could probably make your year in some instances if you’re willing to ask. But I want to go back to what I mentioned at the beginning. These are questions. This is a conversation that will deepen your relationship. You’re not just taking from this conversation. This is not something, this is not a contrived way to go or beat around the bush and then ask for a referral later.

Look, what do we have here? This is an examination of your relationship. What do we have here? What’s great? Where are we moving forward? These kinds of relationships get better when you have tough conversations like this. They shouldn’t be that tough. But getting vulnerable is something that a lot of people aren’t very good at. And when you can do those things together, that’s where the bonds really strengthen.

So five simple questions. Are you brave enough to ask them? You should be brave enough to ask them. I’m challenging you to do that and let me know how it goes.

Scott Ingram: For links to connect with Jeff and to jump on his email newsletter where he shares great ideas like these every weekend, just click over to DailySales.Tips/1381. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“If we reduce the amount of words that we use and the questions we ask, we can ask simpler questions and get to the root of what it is that people are actually thinking about and maybe even thinking about, but not saying out loud.” – Jacquelyn Nicholson & Mike Simmons in today’s Tip 1380

How do you simplify the questions you ask?

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I’ve got another dual-threat tip to follow Camille and Jack’s tip yesterday. Here are Jacquelyn Nicholson and Mike Simmons:

Mike Simmons: We just talked about clarity. What about simplifying things? How do you simplify the questions you ask?

Jacquelyn Nicholson: That’s a good one. I used to get really burned on that. I had a boss of mine who is amazing. It’s amazing woman, Jess. And her thing with me was concision. She’s like, Jacqueline, I have three tips for you. I said, Oh, Jess, what are they? Concision. I was like, Okay. Okay. Second, Concision. And guess what the third one was? Concision.

Mike Simmons: I have no idea what concision is. What is that?

Jacquelyn Nicholson: Being concise. Being concise.

Mike Simmons: Okay.

Jacquelyn Nicholson: And the act of being concise. And I really struggled with that for many years. So where I really was able to dive into that was thinking about simplifying things. I saw something on LinkedIn the other day that really got to the heart of the matter in terms of bringing a laser focus to the customer, in terms of why something might want to be solved now. And it was this great question is like, what if you don’t solve it now, are you going to regret not solving in six months? I was like, that is a really simple question that is really going to spark a lot of conversation. So sometimes it’s a question that is very simple. Look, we’re here to learn how to sell better, right? And so selling is solving a problem. So what better way to put it than to say, like, what problem if you don’t solve it, are you a regret in six months? Boom. That’s a simple one.

Mike Simmons: Super simple. It doesn’t have a lot of jargon in it. It doesn’t have a lot of industry knowledge or industry lingo. It’s just basic to the root. What are people considering? And when I think of simplifying, the first thing I think about is what’s complex? How do you create complexity? You create complexity by adding things to it. So if you create complexity by adding things, you simplify by removing things. What words can I remove from the question that I’m asking? I can ask what or what does that mean or why or how? And some of those are going to if I ask the why question in the wrong context, it might get people defensive. So how can be a better question. But if we reduce the amount of words that we use and the questions we ask, we can ask simpler questions and get to the root of what it is that people are actually thinking about and maybe even thinking about, but not saying out loud. And then the coolest response I like to see is the one where you ask the question that someone is thinking about that’s in their head, but they’ve never been able to articulate it that way.

Jacquelyn Nicholson: That’s a superpower. Right there, that’s a superpower.

Mike Simmons: You can only do it if you do the work, right? You can only do it if you do the work. And that was a theme at the Sales Success Summit, how much work everybody who was on that stage went through to get to where they are. The process they went through to get to where they are. So if you’ve not listened to them yet, go watch the videos from the Sales Success Summit. I believe those are available now through the sponsorship of Gong. I’m sure Scott will include some links.

Jacquelyn Nicholson: Absolutely.

Scott Ingram: I don’t know about you, but I learned a new word listening to this. Now the videos from the Summit that they referenced aren’t quite ready yet, but you can get access to them when they are if you just fill out the form at Top1Summit.com, and of course, we’ll have a link to that and links for you to connect with Jacquelyn and Mike at DailySales.Tips/1380.

Once you’ve clicked over there, be sure to click back here for tomorrow’s tip from Jeff Bajorek. Thanks for listening!