“Visualizing a successful outcome paves the way for you to maximize your impact during every customer communication.” – DJ Sebastian in today’s Tip 1229

Do you utilize the power of visualization?

Join the conversation below and share your thoughts!

DJ Sebastian on LinkedIn
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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 DJ Sebastian. As a top-producing sales executive for some of the best technology companies, DJ learned that to become great at selling, you must be a great communicator. Now, as a sales coach and author, DJ’s mission is to help the next generation of B2B sales professionals become elite sellers. Here he is:

DJ Sebastian: Do you utilize the power of visualization? Champion professional golfer Jack Nicklaus said this. “I never hit a shot, not even in practice, without having a very sharp in-focus picture of it in my head.” Then he continued, “First I see the ball where I wanted to finish nice and white and sitting up high on the bright green grass. Then the scene quickly changes and I see the ball going there, its path, trajectory, and shape, even its behavior on landing. And the next scene shows me making the kind of swing that will turn the previous images into reality.”

Jack Nicklaus has more major tournament victories than any other professional golfer. He hails from my hometown, and over the years I watched him compete at Nearfield Village, his beautiful tournament course, and even in the practice area. Jack had a very deliberate routine and I always wondered why he seemed to play so slowly. Now I know why. He was visualizing Success You can benefit by visualizing a successful outcome in your mind. Prior to every time, you connect with your customer. Step through your entire communication process. Create a very sharp in-focus image, and frame it in your mind.

How can this help you? Well, every time you imagine something, your brain is mentally practicing to make that image come true. Your imagination can be a powerful tool to develop and train your mental game and propel your sales game. But be careful. Negative images are also sent to your brain, so be sure that you don’t focus on those. Gain control of your imagination and only send positive images to your brain. Visualizing a successful outcome paves the way for you to maximize your impact during every customer communication.

Scott Ingram: For links to connect with DJ, just click over to DailySales.Tips/1229. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Adapting to change is one of the things that you’ll absolutely learn how to do when you invest in yourself.” – Meshell Baker in today’s Tip 1228

Do you the best invest?

Join the conversation below and learn more about Meshell!

Meshell Baker on LinkedIn
Meshell Baker on Youtube
Meshell Baker on Facebook
Subscribe to Meshell’s Mailing List

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today is Tuesday, but for those of us in the US who celebrated Memorial Day yesterday, it’s going to feel like Monday, so… Here’s Meshell Baker with another great tip!

Meshell Baker: Hello and welcome to Today’s Daily Sales Tip. Why The Best Invest. And I say yes. That’s exactly what you heard me say. The best invest in themselves. In order to make it to the top, rungs, and layers, and steps of sales success, you must invest in yourself. There is no company and no job that is going to give you training that will make you the best, the training that you get. Not that it’s not great, not that it’s not good. Many companies invest lots of money in your training.

However, the absolute top 10%, the ones who make the President’s Trophies, the ones who make the trips, the ones who get the promotion, the ones who land the whales and the big deals, they actually in addition to what they already received at the workplace, they invest in themselves. And here are reasons why it’s so important and vital to your sales success, to your mindset, to the self-talk that makes you incredible in the pivotal moments of what makes a sale a sale, what turns those prospects into buyers. There are very pivotal moments that when you invest in yourself, will help you to say yes to you so that that buyer says yes to you.

First and foremost, it boosts your confidence. The more you invest in yourself, the more you get coaching and mentoring and support in an area that is challenging you, that has held you back, that makes you possibly feel like you’re not the best answer to every buyer and prospect you speak to. It elevates you out of those thinking and those thoughts. When you invest in yourself, you boost your confidence and your abilities and you start to have a positive image of who you are and what you have to offer.

Secondly, it opens up your career opportunities. There’s something about someone who’s confident. We have all been in a room, in a situation where it wasn’t the smartest person who won over the deal or the opportunity. It was the most confident person. There’s something about confidence that’s attractive. It creates a sense of Alpha with that person and people trust and believe. All confidence is is unwavering belief in oneself. And when you want someone to believe in you, you must first believe in yourself. And that’s what investing in yourself will help you to do to build up your belief in yourself, your self-worth, and your self-esteem.

Three, it builds connections. When people are confident, they’re less likely to compete. They’re less likely to judge other people. When you feel good about yourself and you feel confident, you’re more likely to help other people feel the same way and that builds connections. It is said one of the famous quotes. Maya Angelou, People don’t remember what you said. They rarely remember what you did. They never ever forget how you made them feel. And when someone is confident that confidence is given out because when you feel good about you, you want to help those people around you, feel good about you. You are a team player. You are an advocate for the product that you deliver, for the organization that you work for, and for your coworkers and comrades in arms as we go out there and make these sales.

Four, it helps you adapt to change. When you invest in yourself, your self talk your mindset, how you view the world. You actually believe that everything is working for you, not to you. So that you’re able to understand that you’ll always be inconvenienced. The unplanned will always happen and how you embrace it what you tell yourself about it will allow you to either contract and fear in the situation and talk about how unfair it is and this should have happened and this didn’t happen or you expand and you leverage and optimize and utilize the circumstances in your favor and adapt. Remember when the ship is sinking the person who holds their cool and learns how to get everyone together so we can survive is the one who is the most confident and becomes the leader of a situation. So adapting to change is one of the things that you’ll absolutely learn how to do when you invest in yourself.

And finally five, it keeps you healthy. Remember stress wears on your heart rate. It wears on. It creates disease which is this ease in you. It causes you to make choices that are not favorable for you, to alleviate the stress people start doing, all kinds of things when you invest in yourself. For example, meditation or mindfulness or exercise or yoga or eating healthy, getting a coach to do all these things you begin to feel better not just mentally, physically, spiritually about yourself. This is why the best invest. You want to be the best? Make yourself a priority. Have a great day selling

Scott Ingram: For the transcript of this tip and to connect with Meshell, just click over to DailySales.Tips/1228. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“In sales, there are many things outside of our control. We can still understand, predict and influence those things to increase our chances of success.” – Luke Floyd in today’s Tip 1227

Do you take ownership in sales?

Join the conversation below and learn more about Luke!

Deel
Luke Floyd on LinkedIn
Luke Floyd on Sales Success Stories Interview

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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 another Sales Success Stories star in Luke Floyd. Luke is the top Account Executive at Deel out of Atlanta. Here he is:

Luke Floyd: Getting tactical about ownership. Ownership is a popular phrase these days, but many people confuse ownership with control. And in sales, there are many things outside of our control. We can, however, still understand, predict and influence those things to increase our chances of success. And you should strive to demonstrate ownership as a seller because it’s your commission on the line.

Here are three immediate value exercises for enacting ownership across your sales process.

One. Start by breaking it down. To understand and own your work in the sales process, you have to write it out step by step until every different motion is accounted for. This is not your CRM stages, I promise you. Once complete, you’ll understand from your side at least what needs to happen for any given prospect at any given point in the cycle to move them towards closing. Additionally, listing out each step can also help you template and automate as much of the work as possible. For example, I did this exercise and found ways to save time in my pre-call research and postal follow-up work, as well as improve the quality of those.

Second. Sell internally. Now that our process is defined, who else influences or controls steps within the sales process that we ultimately own. Make a list of your own internal organization as though they were a prospect and you’re mapping the account because half of your job is selling internally on them to collaborate with you. So pick one person involved in your sale and book time for coffee with them to intentionally connect with them as another human to understand their perspective, goals, and motivations. Take notes and find one action item from the meeting where you can add value to them later. Might be connecting them with an interesting Instagram page from a hobby they mentioned, or maybe recognition as a motivator for them, so you ensure they are shouted out in the next win. Finally, if you dedicate 15 to 30 minutes a week to this internal champion building, you will be able to exert better influence over a process that’s outside of your control.

Three. Get feedback. This is difficult. It requires thick skin, but ask your colleagues, both peers, and senior, on areas where you can improve. Remember, though, this isn’t about personal ego, because at the end of the day, ownership in sales is simply are you going to make more commission or not. Whether it’s you getting the results or somebody else getting the results because you help them. At the end of the day, as long as the thing gets sold and you get paid, that’s what matters.

Scott Ingram: For links to connect with Luke, to grab a few $SALES coins, and for his full interview episode, just click over to DailySales.Tips/1227. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Personalization is the key to getting high response rate.” – Brad Harmon in today’s Tip 1226

What’s your thought about this?

Join the conversation below and connect with Brad on LinkedIn!

Brad Harmon on LinkedIn
Brad Harmon on Sales Success Stories Interview

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Brad Harmon. Brad is a Strategic Account Director at Celonis and was recently the star of episode 144 on the Sales Success Stories podcast. Here he is:

Brad Harmon: Hello, welcome to today’s daily tip. I’m going to focus on outbound outreach and how to make the most of your prospecting efforts in a unique and creative way. The end goal is to obtain meetings with executive-level prospects and build your pipeline and maintain a healthy sales funnel. I think we can all agree that with minimal customer travel, we’re all spending more time dialing for dollars, probably more than we ever have in our career.

So whether you’re a Strategic Account Manager or Business Development Representative, this is for you. When hunting for new logos is important due diligence prior to reaching out. For instance, what college did your prospect go to? What previous roles within the company that they have? Or who is their former employer? This way you can tailor a message to that specific personal role.

Personalization is the key to getting high response rate. Some organizations have tools to help with that, like Zoom Info or Salesloft, but good old-fashioned LinkedIn would work just fine. You then create a cadence with that prospect so you are top of mind and top of their inbox. The example of the cadence I would use would be following up a voicemail with an email with a LinkedIn connection request. When all these efforts have failed and your LinkedIn and mail went unnoticed, try some of your small gifts, like cookies for the hat of the college that they attended. Something very brief and concise from messaging standpoint would be just fine.

I think everyone can agree that over the course of the past couple of years, email responses are significantly down. So we have to take a more creative approach. Listening to your prospect’s earnings calls and align them, align their objectives to your products and solutions, and get the attention of an executive very quickly. They also get a list of who attended their earnings call when it’s completed. So once again, top of mind, top of inbox.

We as salespeople need to help solve some of the challenges our customers are facing and take a consultative approach with new and fresh ideas to the table. This will get the sales funnel and pipeline filled with qualified prospects and leads. And these methods have worked for me in numerous roles over the years, and you want to be prepared for that three or four times a day when a prospect actually answers the phone. Do not start off the conversation with the generic, how are you? But instead ask a question like, Did I catch you at a good time? Or do you have a few minutes for me to explain why I’m calling? This should help ease into your pitch much better and much more smoothly.

I’m always a firm believer of quality over quantity. So do your research prior and don’t waste the person on the other end of the phone’s time. After a couple of minutes is up and try and get the prospect talking on the other phone with some open-ended questions. Ideally, at the end, you ask for a commitment from that, like to a follow-up meeting with specific date and time. You should have a similar ask when you’re sending the small gifts I spoke of earlier. Prospecting should be a part of every rep’s never-ending improvement plan and a part of your every day. I even know some reps have locked them on their calendar each day for prospecting. Although it is not glorious, it is necessary in order for us to continue to build pipeline and appease our management. Hopefully, you found these tips and tricks useful in your day-to-day activities. Please reach out to me via LinkedIn if you have any questions, comments, concerns or if I can be of any further assistance.

Scott Ingram: For those links to connect with Brad, just click over to DailySales.Tips/1226. Once you’ve done that, be sure to come right back for another great sales tip. Thanks for listening!

“Think what you can do if you have a great guest experience.” – Shari Levitin in today’s Tip 1225

Do you have a great guest or customer experience?

Join the conversation below and learn more about Shari!

Take the Quiz
Shari Levitin Virtual Training
Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Shari Levitin. Shari is a wickedly funny sales guru, who helps sales teams bridge the gap between beating quota and selling with an authentic, heartfelt approach. LinkedIn recognized her as a Top Ten Voice in Sales and Salesforce distinguished her as a Top 20 Global Sales Expert. Here she is:

Shari Levitin: Every time you sell something, do this. Don’t just think about the products that you’re selling or the services you’re providing. Think instead about the experience that you’re giving to the consumer. 58% of customers will switch brands for a better customer experience. 76% of customers will pay more money for a better customer experience. You will too.

I’ll tell you something that happened to me the other day. I had a great experience. I will tell you, I had an appointment at Friday at 11:00, an appointment that I was not looking forward to one bit. Two days before I got an email. “This is what you can expect. This is what’s going to happen.” “Oh, okay. Good to know.” The day of I get a text. “Hey, on your way down, there’s a great little coffee shop with killer muffins. You may want to stop there before you come to our office.” Oh, I’m starting to feel good. Okay. This person really cares about me, and they even want me to have muffins. Then I go into the office, and you know what I see? A placard that says, “Welcome Shari Levitin.” Now I’m feeling they really care about me. Then they put me in a chair and put warm booties on me and hand warmers. I look up and there’s a TV, they ask me if I want earbuds to listen to music. And then the root canal began. Yeah, I actually enjoyed a root canal.

Now, if I can have an enjoyable root canal experience, you can give your customers a great experience, too. Now, after the root canal was over, the endodontist calls me back. “Hey, I’m just checking on you. Want to see how you’re doing? Is everything okay?” He told me a funny joke. I got to tell you, I can’t wait to go back to that endodontics. Weird, but think what you can do if you have a great guest experience.

Scott Ingram: If you want more tips on this changing buying/selling environment. Book a call with Shari and her team to discuss customized group sessions. We’ll have links for you to do that at DailySales.Tips/1225. Then, once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!

“You can use this as a way to quickly chat with your buyer after the meeting and long into the sales cycle.” – Jack Wilson in today’s Tip 1224

What’s your thought about this?

Join the conversation below and check out the links!

1102: Be Creative in Connecting with Customers and Win More – Irfan Jafar
Jack Wilson on LinkedIn
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Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. It’s Friday, so here’s Jack Wilson with a killer tip:

Jack Wilson: What’s going on Daily Sales Tips Community. Jack Wilson back with another tip. A few weeks ago, maybe a month ago now because there’s so many tips, I believe it was Irfan Jafar who mentioned getting into your buyer’s internal slack channels in order to communicate. Now, sometimes this can prove to be difficult with NDA’s and security reasons, but it doesn’t hurt to ask. If you do ask your buyer and you’re not allowed to get into their internal communications, there are still other ways.

Now, even though Zoom seems to be the trending platform for video meetings, there are still quite a few Microsoft Teams shops. And here’s a little bit of tip for you. If you do happen to use Teams yourself or your buyer does. When you’re in a Teams meeting live and you decide to chat, that chat actually creates a communication thread within Microsoft Teams that stays open long after the meeting. Even if you’re not a part of their Microsoft Teams tenant, it now invites you as a guest. So voila, you’ve been invited into their internal communications. You can use this as a way to quickly chat with your buyer after the meeting and long into the sales cycle. Give it a shot and let me know if it works for you.

Scott Ingram: The other tip that Jack was referencing from Irfan Jafar was in tip #1102. For links to that and to connect with Jack, just click over to DailySales.Tips/1224. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Use your call plan to work towards specific next steps and use those next steps to help drive accountability.” – Mike Simmons in today’s Tip 1223

Are you using a call plan to reduce stalls?

Join the conversation below and go check out the links!

SalesCoin.co/Mike1223
Mike Simmons on YouTube
Find My Catalyst Podcast
Sales Tactical Discussions – Catalyst Sale
Catalyst Sale
The G.A.M.E Plan

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Mike Simmons. Mike is the Founder of Catalyst Sale and host of the Find My Catalyst Podcast. Here he is:

Mike Simmons: Quick Daily Sales Tip. How can you get better at advancing deals from one stage to the next? Okay, so we’re going to use a call plan as an example here. And if you don’t have a chance to go through and look at the video, I’ll describe what I’m putting up here on the whiteboard. But if you want to watch the video, make sure you go watch the video.

So the first thing I want to know in a call plan is who is going to be in the room? Who’s going to be in the room? The next thing I want to understand are my objectives. So what are my objectives? Our objectives, if we’re looking at this from an organization perspective. I want to know anticipated. What are their objectives? What are the objectives of the person on the other end? Who’s going to be in the room? What are my objectives? What are their objectives?

The next thing I want to know is what are my desired next steps? If I understand each of these four things, the risk of the call failing starts to decrease. So who’s going to be in the room? What are my objectives? What are their objectives? What are my desired next steps? When I put together the desired next steps, it’s important for me to be able to be really clear about what I’m going to own and what they are going to own.

The other thing I like to do here, just from an accountability perspective in keeping things moving along is I like to work in odd numbers. I want to own one more than the person on the other side. This way, when I’m sharing information, responding to the pieces of information, I’m actually using those responses as a way to hold the person accountable for doing their work on the other side.

Well, what does this look like? Maybe my recap email says, here’s what we talked about. This is what got me excited. Here are the next steps. And the first next step is something I’m going to deliver. Maybe tomorrow or today. The second next step is something that we are going to be waiting for from them. And the third next step is something that will hold off and deliver at the end of the week. They may respond and deliver their next step immediately. They may not. Sometimes those calls. Sometimes calls happen as a result of a call. We don’t get things moving forward.

I’m going to deliver my first next step and remind them of their next step in my next communication. If they still don’t deliver after another day, then when I deliver my last next step, I’m going to use that as another way to remind them, the thing that I’m avoiding is getting into a situation where I’m checking in or following up or seeing how things are moving along. So use your call plan to work towards specific next steps and use those next steps to help drive accountability. Thanks!

Scott Ingram: For the video version where you can see Mike working the whiteboard, for links to connect with Mike and for a link to claim a few $SALES coins, just click over to DailySales.Tips/1223. Once you’ve done that, be sure to come right back for another great sales tip. Thanks for listening!

“Sales has been wonderful and can teach you a lot of great things about how business and company runs and operates. And don’t take that for granted and be willing to put in the work and the hours and eventually it will reward yourself.” – Brad Harmon in today’s Tip 1222

Are you willing to put in the work and find mentors?

Join the conversation below and check out the full interview with Brad!

Brad Harmon on LinkedIn
Brad Harmon on Sales Success Stories Interview

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes in the form of a clip from my latest interview on the Sales Success Stories podcast with Brad Harmon who was a rep of the year at Oracle last year. Here’s just one of the things he had to say.

Brad Harmon: Just be ready to work. I think that is the biggest thing. Sale is a very rewarding career and it could potentially even be very lucrative for some of the top reps at these companies that I’ve seen. And I’ve actually personally been able to enjoy some of that myself. And sales is a great place to learn and develop and enhance and continue to really progress but you got to put the work in upfront. And I was able to progress very quickly because I put in the hours, I did the dials and that leads to continued progression within the sales organization. But you can’t forget about those relationships that you build along the way.

Find mentors, find people that you think are excel or are in the top 1% in your mind, and latch onto them and have cadences and rely on them for career advice. And look at people’s backgrounds and say, “Hey, that’s a similar background that I would like to follow. Let’s set up a conversation” and say, “Hey, how did you get there?” Always look to better yourself. The whole never-ending improvement, personally and professionally, I’m very big on that. As I mentioned before, I think when we stopped traveling for that time period that we did because of the pandemic, I wanted to find a way to better myself and said, “Hey, I’m going to go get my MBA,” do things like that. Continue to invest in yourself, leverage your resources and network, and just lean on people for guidance and advice where you see fit. Like I said, sales has been wonderful and can teach you a lot of great things about how business and company runs and operates. And don’t take that for granted and be willing to put in the work and the hours and eventually it will reward yourself.

Scott Ingram: For a link to my full interview and to connect with Brad, just click over to DailySales.Tips/1222. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Don’t let the symptoms of Imposter Syndrome paralyze you.” – Sabrina Simmers in today’s Tip 1221

How do you get over your Imposter Syndrome?

Join the conversation below and check out the links!

Seismic
Sabrina Simmers on LinkedIn
SalesCoin.co/ImAnImposter

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Sabrina Simmers is back. Sabrina is a Senior Director of Enterprise Sales at Seismic and an active member of the Sales Success Community. Here she is:

Sabrina Simmers: Imposter Syndrome, a popular and timeless topic. In my opinion, every single one of us has it. You know how in medical diagnosis is, many symptoms are treatable but not curable. That’s the same as Imposter Syndrome to me. It never goes away. In my previous role, the company I worked for had a big name and a niche bag of products. After four years in, I rarely got a question from a prospect that I didn’t know the answer to. I ran the entire sales process on my own. I was running my own demos to highly specialized professionals. My time and territory was totally paying off, and I was closing deals on a very regular basis. I knew the market and they knew me. I was mentoring, running trainings on the side, helping product and marketing with extra projects. From the outside, I was very successful. But did I have Imposter Syndrome? You better bet.

So fast forward to when I grew out of that role, understood that I had tapped out in growth opportunities and needed a new challenge. I was craving to get out of my comfort zone. I wanted to be stretched. I wanted to solve bigger business problems. I needed to sell SaaS, and I earned a gig that did all of that and so much more for my career. And I’ve never looked back. Imposter Syndrome x 10? You bet.

Overnight, I went from knowing everything to knowing nothing. My first few months in SaaS were filled with thoughts of self-doubt. I was 26 years old, surrounded by peers with 10 to 15 years of experience in the industry. But I was up for the challenge. I was committed to being heads down and spending however long it took to get fully ramped up. And as the feelings of doubt crept up, I responded by asking for feedback early, often, and from various perspectives. And to my surprise, the feedback I received far surpassed the way I felt I was doing.

My sales leaders told me that when listening to my calls, I knew the answers to questions they didn’t. My sales engineers encouraged me to take a leap of faith and try doing a few low stake demos on my own, just to prove to myself that I could do it. My peers told me they wish they had picked up on the things that I had so quickly.

Did it cure my Imposter Syndrome? By no means. But did it help treat my symptoms a little bit every day? Sure does.

My tip, don’t let the symptoms of Imposter Syndrome paralyze you. Let it fuel you to be better. It’s not going away. So accept that it will always be there. Celebrate the small wins each day, and don’t call yourself an imposter. Give yourself a break and the credit that you are deserving of where you are.

Scott Ingram: For links to connect with Sabrina and for today’s $SALES coin drop link. Click over to DailySales.Tips/1221. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Once you see the function of failure and you harness its powers, you can then give that gift to anyone else who comes past you and you can enlighten them, empower them, and encourage them in the midst of their challenges and difficulties.” – Meshell Baker in today’s Tip 1220

What’s your thought about this?

Join the conversation below and be sure to connect with Meshell!

Meshell Baker on LinkedIn
Meshell Baker on Youtube
Meshell Baker on Facebook
Subscribe to Meshell’s Mailing List

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. It’s Monday, so here’s Meshell Baker to help us kick things off:

Meshell Baker: Hello and welcome to today’s tip, The Function of Failure. Failure is an incredible gift and tool in the process and on the path of achieving and acquiring great sales success. No one reaches the highest level of anything. Sales success, especially without making a lot of missteps and mistakes, without having the criticism from outward and inward. And when you learn and understand that failure is simply a stepping stall.

One of the adages that I’ve learned is that failure is only final if you quit. So there absolutely is no failure as long as you keep moving in the forward direction towards your goals. Failure is also there to help you recognize and realize what it is you truly want. When you take a step back and instead of having a potty and wallowing in what didn’t happen, you actually look at what was the goal? What was the endeavor? What was the dream that you were setting out to achieve? And then you just readjust realign and say, “Okay, that didn’t work. Now, what next?” That’s why it’s a stepping stone meant to springboard you towards your success.

So understand this. First and foremost, it is an experience. It is a lesson that once you learn from that lesson and that experience, it will change the trajectory of your success. It will become very valuable and you understanding what you are meant to do and how you’re meant to endeavor.

Two, it’s knowledge. Again, you assess, you look at, you write out. You write out the pros and cons. Thomas Edison was known for having nearly failed 10,000 times before he created the light bulb. J. K. Rowling is famous for the fact that her book was denied over 30 times before it was accepted and became a billionaire behind it. So again, it’s knowledge that helps you to assess and to move faster, stronger and better.

Three, talking about the stronger and better, resilience. That is the truest, most, greatest gift I can think of a failure. Because when you clearly assess and decide, this is what you want more than anything, and then you take the time to not go back and do the same thing over and over again, to instead look at what you can do different and better, that’s how you become resilient. That’s how you fortify and you create inside of you a clear understanding that no matter what you are going to achieve and succeed in whatever that endeavor is and it just makes you stronger and it lessens and you get there faster, once you have resilience and resilience will help you to stop listening to the naysayers and critics and stop comparing your journey of success to someone else’s. It helps you to stay on your path and on your course.

Number four, growth. You cannot grow as long as you learn, right? You will not have failed as long as you’ve learned how to do something better and different. You are therefore growing. You’re getting better. You have a clearer understanding. You make better choices. You have greater opportunities. So it is something that will help you grow. It will give you a deeper and clear understanding about your what, your why, your hows, all those beautiful things, and decisions that you’re making. So you will grow. Your mindset will grow and you’ll make better, faster decisions.

Think about it. When you first time you fail at something, you feel really overwhelmed and shameful and embarrassed sometimes and you sit there and you wallow and you find someone, you talk about the pain and you go and rehash the pain and you complain and whine and you become victimized. When you decide that that’s true no matter what the more times you go at it, the less you spend time thinking about what didn’t go right and the more clear you understand how to make a better choice and you grow and you get up and you go faster and stronger. Every time you come back, you are faster and you’re stronger, therefore you grow.

And then five. It’s just so valuable for you to experience the fundamental understanding that everyone fails. No one gets it right the first time. Most people don’t have the life they want because they’re so busy complaining about what they didn’t get and what they don’t have. Everybody has a setback. Everybody has disabilities. Everybody comes from backgrounds that they didn’t get or what they don’t have. Everybody has an excuse to say “Why they don’t have.” Very few people take that opportunity, instead, talk about what you do have and make that expand. What you do have is your ability to actually in the face of any circumstance, to believe in yourself, believe in your vision, to move forward, and to use the creative mind that you’re given. Failure helps you harness your creativity when you focus on what it is you truly want and you don’t let anything stop you.

So again, the function of failure is to help you be a more incredible seller, a more incredible invaluable person, to yourself, to the company you work with, to your family, to whomever outside of you. Because once you see the function of failure and you harness its powers, you can then give that gift to anyone else who comes past you and you can enlighten them, empower them, and encourage them in the midst of their challenges and difficulties. This has been function of failure. Have a great day selling.

Scott Ingram: For your links to connect with Meshell and check out the transcript of this tip, click over to DailySales.tips/1220. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!