“You’re going to need the patience to endure long sales cycles. There’s just no way around it when you’re selling transformations, not transactions. ” – Brandon Fluharty in today’s Tip 1089

What’s your thought about this?

Join the conversation below and check out the full audio from Brandon Fluharty’s presentation!

Brandon Fluharty Website
Brandon Fluharty on LinkedIn
7 Steps to Earning 7-Figure in SaaS Sales – Brandon Fluharty

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 a bonus episode I shared on the Sales Success Stories podcast yesterday. That episode is the full audio from Brandon Fluharty’s presentation on 7 Steps to Earning 7-Figures in SaaS Sales. Here’s just a taste:

Brandon Fluharty: So without even selling anything for the rest of the year, guaranteed to lock in 1.1 million. So over 3-year average about 1.14 million. So it’s not just about getting into the 7-Figures Club. It’s about how do you stay there. How do you operate in a unique way at an elite level without burning out, without hustling. That’s really what I’m excited to share with you today.

A couple of other things here that I think is important to point out. We’ve got to be realistic about earning over a million bucks a year in SaaS sales. So I’ve brought it down to 3 things that I think are critical that you have to do to really put yourself in a position to earn over a million bucks a year.

The first thing is you’re selling into large enterprises and nothing against SMB sellers or mid-markets. I’ve seen people make a lot of money. I’ve been there myself in those categories but really, to bring home 7 figures, you’ve got to be selling to large enterprises. And this is not an end-all-be-all here, but we define an enterprise at LivePerson as a company that has 5000 employees for more.

The second thing that’s really important is you actually have experience selling to large enterprises. So if you’re coming into enterprise selling for the first time, I hope you proved me wrong, that you can go right into earning over a million bucks. But again, this is not set in stone. But I think you need a few years’ experiences because you’re going to need that experience. You’re going to need that confidence when you’re sitting across the table from a CEO of a Fortune Seven Company talking about how you can make healthcare as personalized as music playlists. True story there.

And then the third thing to consider is you’re going to need the patience to endure long sales cycles. There’s just no way around it when you’re selling transformations, not transactions. You’ll be getting into that a bit later. It’s going to take a while. You’ve got to go through the proper motions with security audits, reviews, legal negotiations, especially for net new business.

Scott Ingram: For a link to the full audio, Brandon’s LinkedIn profile, and his page where you can sign up for the announcement of the release of his 7 Steps to 7 Figures ebook, just click over to DailySales.Tips/1089 and we’ll have everything for you there.

Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“When you consider that you’re having a very deep, very vulnerable, very unnecessary conversation for creating the kinds of relationships that you want to have, it’s a very simple, straightforward bridge right into who else should join us in that kind of relationship.” – Jeff Bajorek in today’s Tip 1088

Do you ask for more referrals?

Join the conversation below and learn more about Jeff!

[email protected]
Books by Jeff Bajorek
Jeff’Bajorek on LinkedIn
Rethink The Way You Sell
The Why And The Buy Podcast

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 Jeff Bajorek. Jeff is a consultant and coach to B2B sales leaders and host of the Rethink The Way You Sell Community. Here he is:

Jeff Bajorek: Asking for referrals is tough. It’s tough to get a little more vulnerable with your client or your customer. It’s tough to ask for something else after you’ve already delivered what they’ve paid for and feeling like asking for something that they didn’t necessarily pay for may feel a bit much. Here’s the thing though, and perhaps it’s good that it’s so difficult to do because it is the fastest, most efficient, most effective way to really grow your business. And most importantly, it’s a way for you to replicate some of your best customers. And that is something that I can’t believe is overlooked as often as it is. You want more of your best customers. Remember, I’ve told you you’ll never have a better day in sales than when you fired your worst customer. So the flip of that coin is to find more of the ones that you really love to serve.

So here’s my brief four-step, simple process, simple framework for asking for more referrals. And here’s the real kicker. The first two of these steps you should be doing anyway. Only 5% of people, 5% professional sellers, in my estimation, are asking these questions and I’m going to tell you right now unequivocally. I believe that is the most primary, most fundamental reason that they are the top 5%. Okay, are you ready? Here we are.

Step one. Why did you choose to do business with us the first time? That’s what you should be asking your customers after you’re done servicing them or after you’ve had a significant enough relationship with them to believe that they are among your very best customers. Why did you choose to do business with us? Why did you choose us?

And here’s a little caveat. Question 1-A is, can you go into more detail? See, most often your customers don’t want to get really vulnerable with you because it’s a little bit uncomfortable. So you have to create the space for them to be willing to get vulnerable with you. Okay, so peel back a layer of that onion and say, I appreciate what you’re saying here. It would be really helpful if you could be as specific as possible, because, quite frankly, I really treasure our relationship, and I want to build relationships like this with more customers, clients like you. Okay. So give them the space to go a little deeper and give you the information that you really need, and then you really have something that you can work with.

The second question is, why do you continue to do business with us? Now, there’s an outside chance that that question won’t apply to you because you sell something highly transactional. Okay, let it go. Move on. That’s fine. But for the overwhelming majority of you watching this. You want customers for life, not customers for a day. So why do you continue to do business with us? This is going to help you because their motive to stay is often different, though, related to their initial motive for coming on board.

Your third question and this is where the referral part starts. Do you know anybody who might also appreciate that kind of value? That kind of relationship, that kind of customer experience, whatever it is, that is going to get them thinking. And now here’s the killer. This is where the rubber meets the road. This is where your referrals go from just a list of names to actual warm introductions. And those warm introductions are often very favorable. Would you be willing to introduce us?

Now a lot of people stop way short of that and think about it, what would you rather get? Would you rather get a list of three names that you could cold call, or would you rather be walked into the side door of the office? Figuratively or literally of more people who could very well be your future best customers?

Think about that. All it is is one extra question. And when you consider where you’ve earned the right to be. When you consider that you’re having a very deep, very vulnerable, very unnecessary conversation for creating the kinds of relationships that you want to have, it’s a very simple, straightforward bridge right into who else should join us in that kind of relationship. Who else should I be talking to? Who else would really appreciate that? You’re using that momentum, which is well earned, just not often asked for to help create some momentum for yourself.

This is something you can do. This is a simple framework. You can take these words. You can spin them. You can make them your own and you should. But the framework itself is very simple. Don’t overlook it just because you don’t want to get vulnerable with your best customers. If you can’t get vulnerable with them, who can you ask? Use this. Use this to make 2022 your best year ever and I suppose you can thank me later.

Scott Ingram: For links to connect with Jeff and his Rethink The Way You Sell Community. Just click over to DailySales.Tips/1088. Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Once you master yourself, you will be amazed at how many more people say yes, how many more referrals, repeat business, and recommendations you have coming your way. ” – Meshell Baker in today’s Tip 1087

Do you master being you?

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

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 Meshell Baker. Meshell is a certified sales confidence igniter and an authentic selling crusader. She helps business owners and sales leaders tap into unlimited human potential to create diverse and inclusive culture change and disrupt the sales training status quo. Here she is:

Meshell Baker: Hello and welcome to today’s Daily Sales Tip. And today I have for you a quote and the quote is from Coco Chanel, it is “In order to be irreplaceable one must always be different.” So this quote leads us to the topic is Master Being You. And I’ll say it again, Master Being You.

Many people are out there doing what they think they need to have to should be doing to acquire sales success. They’re learning skills. They’re taking marketing. They’re paying for trends. They’re doing all the things that are external to generate sales success. And the interesting part about selling is buyers buy for emotional reasons, and they justify with logic.

So the emotional connections that we make with our potential buyers and prospects and current clients emotionally, it comes from our confidence, the belief we have in oneself, and that is something you cannot fake in the midst of a sales conversation and how you overcome and how you are able to deliver that excellence in who you are and what you believe you’re capable of delivering for that prospect and that opportunity begins with you mastering yourself.

And I’ll give you a couple of tips and things tools that you can actually use going forward so that if you are already there and the master of self. Here are a couple of things that you can actually do.

One of the things is thinking about being brave and courageous. And brave and courageous means that you’re going out the comfort zone. You are dealing. You’re facing fear head-on. And why is that important in selling? Well, every sale is different and all day long you are dealing with people who you don’t know what they’re going to say. You have no clue of what that prospect response is, right?

Remember, as a human being, you have anywhere from 50 to 70,000 thoughts in a day. So attempting to guess what someone’s going to say and make it up is ridiculous. Just be prepared to be confident enough that you know enough, you are well enough equipped and prepared to respond accordingly to keep that opportunity on the path to a sales transaction where it’s a win-win for all involved. And you will only do that when you can deal with the emotions that rise up inside of you and have a tendency to put you towards fear, which is flight instead of excitement, which allows you to remember all that you already know and how awesome you already are.

Another tip is self-discipline. Self-discipline, like the habits and the consistency and those things. Those are important because that means you’re keeping your word to yourself. And so the first relationship you have is always with yourself. And if you are not keeping your word to yourself, you will not believe that other people will keep their word to you, and your mind will go negative when you don’t hear from someone, when they don’t respond to the email, when they are pausing and taking a long time to respond, you will think worst-case scenario and start to not believe that anybody is going to say yes to you because you haven’t said yes to you. So self-discipline is really how you formulate that conversation internally, where you are really taking care of yourself and you believe that others are wanting work. You are keeping your word to yourself, and you actually believe that other people too, will want to keep their word to you.

Another one is developing insight. So developing insight is powerful because this means you trust yourself. This means that you are more inclined to do what you know is right, and what you know is true for you versus what you think you should do or what someone else says you should do. And this will take you to that place where you will really start to next level, your career, your business, and everything because everything you need to know is already inside of you. You already have your whole script that’s in you. It’s that we are taught to go look outside of us, that someone knows better, and this keeps you aligned.

Remember, you’re the one who set the target. You set the goals. The company may gave it to you, and when you say yes to it, you took ownership of it, and trusting that you have the ability to exceed and excel and bypass it is trusting yourself. So that is part of developing insight.

And the last thing I want to tell you before I wrap this up is a positive environment. Really understand that surrounding yourself with people is how you slower. Alone we can do so little together we can do so much. It’s a Helen Keller quote and “Together you’re only going to soar when you’re with the Eagles. When you’re with the chickens, maybe nothing’s going to happen.”

So think about the people you have in your inner circle close to you, do they light you up, and are you lighting them up in return. and this is how you will begin to master yourself. And trust me, once you master yourself, you will be amazed at how many more people say yes, how many more referrals, repeat business, and recommendations you have coming your way. Thank you and have a great day selling.

Scott Ingram:  Do yourself a favor and click over to DailySales.Tips/1087 where you’ll find links to more from Meshell and of course to her LinkedIn profile where you can connect with her. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

 

“Deciding then what you’re going to do and how you’re going to react is a really bad idea. It’s better to plan those reactions now, when you’re in a good place.” – Scott Ingram in today’s Tip 1086

What will you do?

Join the conversation below and share your thoughts!

Submit a Sales Tip

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today, since we’re in this peak goal setting, resolution, and execution period and there tends to be the highest levels of optimism about our ability to get stuff done. I want to encourage you to plan for the dips. The times when you don’t feel motivated, the times when you’ve had a big unexpected setback, heck the times when you don’t feel well. Deciding then what you’re going to do and how you’re going to react is a really bad idea. It’s better to plan those reactions now, when you’re in a good place.

So think about the triggers. You miss doing a new habit a couple of times in a row, you have a lapse and do something you resolved not to do. Heck, maybe one of the things that triggers your action plan is just a dip in motivation and energy. You could track how you feel on a scale of 1-10 at the start of each day. And if you rate yourself a 6 or below one day, what are going to do about it? Decide now.

So once you’ve defined those triggers and the things that may have thrown you off of your game in the past. Choose what actions you’ll take. Maybe there’s somebody you can call who can help you get back on track, heck maybe you build a list of those types of people you can call. You could plan to go for a walk for 15 minutes and prebuild a playlist of your favorite high-energy songs.

I know some people who change their shirts or take a shower because that’s a way of indicating to themselves that it’s a new day and they just need a bit of a reset. Try to find those things, experiment with those things, that will help you get back on your path. Because not once, ever, have I seen somebody execute against their goals and intended behaviors perfectly. Doesn’t happen, but they get back on track almost immediately. So what will you do? Decide now.

Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Set your goal and then identify somebody who’s doing what you want to do and then connect with that person.” – Lon Graham in today’s Tip 1085

Are you willing to approach differently to accomplish your goal?

Join the conversation below and connect with Lon on LinkedIn!

Lon Graham Website
Lon Graham on LinkedIn
Lon Graham on Instagram
Submit a Sales Tip

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 tips comes from Lon Graham. Lon is a sales speaker, sales consultant, and the voice of experience. He is an award-winning sales and leadership professional with over 25 years of experience. Now he talks to organizations and sales professionals about how to connect with your clients and get the sales you want. Here he is:

Lon Graham: Happy New Year. It’s goal season. A lot of people use the New Year as an opportunity to set new goals. The good news is that some people are successful at accomplishing those goals. There’s data to suggest that as many as 8% of the population that set new goals accomplished those goals. That’s right, 8%. The not-so-good news is that the other 92% don’t accomplish their new goals.

Now, if you fall into that 92% category, don’t lose hope. There’s an opportunity for you to do something differently. There’s hope for you if you can answer yes to these two questions.

The first question is, is it something you want, is it your goal and not a goal somebody else wants for you? The second question is, are you willing to approach it differently this time to accomplish that goal?

If you can answer yes to those two questions, then there’s hope for you. And now that you’re ready to do it differently. Here’s how.

Set your goal and then identify somebody who’s doing what you want to do and then connect with that person. And you can connect with them in person, you can connect with them on the phone, or you can connect with them using some online platform. And when you connect with them, tell them that you admire what they’re doing and that you admire how they’re doing it, and then tell them that you aspire to do it too and ask for their advice.

The reason their person is likely to give you advice is because somebody helped them get it and gave them advice to get it too. And what you’ve done for yourself is now you have a path. You’ve increased your stakes and you have somebody else invested in your outcome. Now, though, I do have one word of caution, make sure you like the way that person is doing it because they’re going to tell you to do it the way that they did it to be successful.

Now, this approach works for professional goals as well as personal goals. And I know it does because I’ve used this approach multiple times. Matter of fact, I used it to quit dip and snuff after 20 years of dipping and multiple failed attempts to quit. Ultimately, I connected with somebody who had quit. He gave me advice and coached me along the way and helped me to ultimately quit, too.

Now that you know the way, go connect with the person who’s doing what you want to do, you’ll both be glad you did. Happy New Year and here’s to you accomplishing your new goals in 2022. Thank you.

Scott Ingram:  Lon would love to connect with you on LinkedIn or have you visit his website and we’ve got links for you to do both of those things at DailySales.Tips/1085.

Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“These are just a couple of reasons why I think Halos are important around all of your meetings to help you not only be more productive but to give you some peace of mind back in your day.” – Jack Wilson in today’s Tip 1084

Do you put some time in between your meetings?

Join the conversation below and connect with Jack on LinkedIn!

Seismic
Jack Wilson on LinkedIn
Jack Wilson on Sales Success Stories interview
Submit a Sales Tip

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 Jack Wilson. Jack is an Enterprise Sales Director at Seismic and a coach, mentor, and trainer in the Sales Rebellion. Here he is:

Jack Wilson: What’s going on Daily Sales Tips Community. I wanted to come to you with a tip that should hopefully help you keep your sanity with the world transitioning to more of a remote workplace. I think people feel like that gives them more of a work-life balance or maybe it’s the new term work-life integration that we all talk about. But in reality, what I think is actually happening is we’re working a lot more.

In fact, if you think about how you used to work, you might have some windshield time, heading to a meeting or going to the office, jumping out to grab a coffee or lunch. And that windshield time was actually invaluable to you give you a chance to relax. And nowadays instead, what we do is we schedule all our virtual meetings, virtually back to back to back. If you look at most people’s schedules today, there’s not a lot of white space in between. And when you think about it as a seller. Honestly, in any profession, time is your most valuable resource. I would argue that time is sacred, which is what leads me to the next easy way to remember why and how you should put some time in between your meetings and I call it Halos.

So whenever you look at one of your time blocks, I want you to look all around it, before and after to see if there’s any space or buffers. If not, you’re probably costing yourself some productivity, and it’s due to a little effect called cognitive switching. When your brain quickly switches from one task to another, it’s actually been studied that there’s a notable decrease in productivity. You lose focus, you lose effectiveness, you lose all sorts of things that you need to be successful in your job.

To combat this, the Halo approach encourages you to place buffers both before and after your meetings. Now, the Halo before your meeting is specifically to get you into the right mindset to be prepared for that meeting. For you that could be reviewing notes. It might be doing some last-minute research, or it could just be getting into a quiet state, comfortable and relaxed, making sure all your technology is ready to go.

The Halo after your meeting should be used for a quick debrief, making sure while all that knowledge is fresh in your mind, you’re capturing some last-minute notes, review the notes you did take, and then, instead of walking away, make sure to schedule all of the follow-up tasks for yourself. Go into your calendar and set time aside to come back in your review to prep for the next meeting. And actually, if there’s three or four steps that you need to take, you should schedule all of them right now, while it’s fresh and it actually will decrease the chances that you forget to do it down the road anyway.

So these are just a couple of reasons why I think Halos are important around all of your meetings to help you not only be more productive but to give you some peace of mind back in your day. Hope this is helpful.

Scott Ingram: I know Jack would love to connect with you on LinkedIn. We’ve got that link for you over at DailySales.Tips/1084. After you connect with Jack, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“If you invest in your SDR, they’re going to produce so much more for you, and it maximizes the two of your time in a week.” – Jenna Phillips in today’s Tip 1083

What’s your thought about this?

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

Authenticx
Jenna Phillips on LinkedIn
Jenna Phillips 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 the first interview episode of the year on the Sales Success Stories podcast with Jenna Phillips, the top AE at Authentix. Here’s what she had to say about the AE/SDR relationship:

Jenna Phillips: I’m very passionate about the fact that, if we are going to have SDRs where their full-time job is to prospect, right? Like, every single day, their job is to prospect for five days a week. My job is to prospect and close deals every week. So the time I have to prospect is just substantially less than what the SDR does. And if I am setting more meetings than the SDR, I believe, and my boss will roll his eyes with this, a lot of people will but I believe that’s wrong. Like, I think I’m failing my SDR if I’m booking more meetings than they are because I think that an hour spent developing your SDR is a bigger investment to your week than an hour spent prospecting. And I think if we invest in the relationship with our SDRs, it benefits us tenfold.

And I’m very proud of my SDR job, but she was like a nurse before, she was an autism specialist before, and then she came in and never been an SDR before. And we had one SDR who was just absolutely crushing it. But she went all the way up to being number two in two quarters. And so the reason behind my investing in the SDR is if you invest in your SDR, they’re going to produce so much more for you, and it maximizes the two of your time in a week.

So I’m still taking processing on myself but I’m always going to like if I have 30 minutes and they’re free, I want to be working on their talk track and working on their emails with them until hopefully we get to the point where they’re confident and they’re going and maybe they don’t need as much of that time. And then I’m investing in myself in my prospecting. But when they’re newer, when they’re still learning like I’m going to do that all day long before I do my own prospecting.

Scott Ingram: That was from episode 134 on the Sales Success Stories podcast. For a direct link to that episode and to Jenna’s LinkedIn profile, just click over to DailySales.Tips/1083. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“We don’t always have to be better, but we do have to be different particularly today.” – Shari Levitin in today’s Tip 1082

What’s your thought about this?

Join the conversation below and learn more about Shari!

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

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: Many, many, years ago, I had a target customer named Simon, and I kept leaving voice messages for Simon. I kept calling his assistant. I could never get Simon to return any calls. In fact, every time I called his assistant, she would tell me, “Simon’s in a meeting. Sorry.” How many times has this happened to you, “Simon’s in a meeting.” I can’t get a hold of Simon.

Well, finally, I got so frustrated that I decided to take a little bit different of attack. So I called up his assistant, Marlena, one single morning and I said, “Marlena, is Simon there?” And of course, she said, “Nope, I’m sorry. Simon’s in a meeting” and I said, “Marlena, let me ask you this. What’s the best pizza place in town?” She says, “Pauly’s, why?” I said, “I’m going to send you the words to a poem. I’m going to order pizza for everybody in the meeting. All I ask you is that you print out the poem and tape it on the pizza box,” while she laughed and went ahead and did this. I’m going to read you the poem because I’ve got it right here.

Is it sunny or is it raining? The weather is always good for online training. I know you’re busy playing businessmen and banker, but isn’t it time we set down our anchor? Think of the increased volume it will yield. The consistent messaging out in the field. So when you’re done with that last pepperoni, let’s pick up the phone and you’ll make some money.

Well, it resulted in one of the biggest sales I ever had. And I tell you that story because again, sometimes it’s the creativity, especially now, ladies and gentlemen, we don’t always have to be better, but we do have to be different particularly today.

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/1082. Then, once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Be really conscious of the conversations that you’re having with yourself and make sure that those conversations are uplifting.” – Darren Mitchell in today’s Tip 1081

Are you aware of the conversation you’re having and is that conversation helping you or is it hindering you?

Join the conversation below and learn more about Darren!

Darren Mitchell Website
Darren Mitchell on LinkedIn
The Exceptional Sales Leader Podcast on Apple Podcast
The Exceptional Sales Leader Podcast on Spotify

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 Darren Mitchell. Darren is the host of The Exceptional Sales Leader Podcast, he’s committed to developing exceptional sales leaders & teams, who drive consistent, sustainable & replicable results. He mentors & coaches Sales Leaders 1:1 and facilitates engaging and interactive workshops to unleash the potential of sales leaders & their teams. Here he is:

Darren Mitchell: In today’s Daily Sales Tip, let’s talk about the most important conversation you are ever going to have, whether you’re a salesperson or, in fact, whether you are a sales leader. Now, you may be sitting there thinking, well, I’ve got some really important conversations coming up because I’ve got a pitch to do. I’ve got a presentation to do. I’ve got a negotiation to do. I’ve got to go and see that prospective customer. So those are very, very important conversations. And yes, they are, because if you don’t have those conversations with those customers, chances are you will not get those deals over the line.

But having been in sales for more than 20 years and having run sales teams for more than 10 years, I can tell you with experience, with wisdom, and with a high degree of certainty that, in fact, the most important conversation you’re ever going to have is, in fact, the conversation that you have with yourself. Now just look at all the people around you and just think about how important is the conversations they’re having. I’m staggered at the number of salespeople who believe, first of all, that they can’t do something.

Now, even though from the outside they might look as if they’re being successful and they might look as if they’re having great conversations with others, often internally, the conversation they’re having with themselves is one of I cannot do this, and we have to be really conscious of this because I see it all the time, salespeople let themselves down through the conversations they’re having with themselves, but also sales leaders, letting themselves and their teams down by having a conversation which is not necessarily geared around being positive, being optimistic and being about looking at the future. They’re looking more about what can’t be done and all the problems that are sitting in front of them. And the thinking we have as an individual, as a person, as a salesperson, and certainly, as a sales leader is so powerful. And as James Ellen wrote, as a man, thinketh so, is he?

So the question I ask today is, are you aware of your thinking? Are you aware of the conversation you’re having and is that conversation helping you or is it hindering you? But also think about this. The conversation you’re having with yourself will also play out in the conversations that you have with your team. So if you’re seeing your team not necessarily performing at the level that you know they’re capable of, the first thing to think about is what is the conversation that I’m having with myself.

And what example am I setting? How can you help your team? Well, you can start by actually having proper conversations and better conversations, more optimistic conversations, and being really conscious of the conversations you’re having with yourself. Because here’s the thing. No matter where we go, there we are. So we are the barometer of our sales team, and we are the barometer often of the organization that we represent.

So as salespeople, and certainly as sales leaders, we have to be really conscious of the most important conversation that we have and that is the conversation with ourselves. And as Viktor Frankl, the Austrian psychiatrist and Holocaust survivor used to say, everything can be taken from a man but one thing. And that is the last of the human freedoms to choose one’s attitude in any given set of circumstances to choose one’s own way.

So in today’s daily sales tip, be really conscious of the conversations that you’re having with yourself and make sure that those conversations are uplifting. Those conversations are glass half full, and those conversations are looking at, how do I get better and how do I help the people around me get better. You do that and some amazing things are going to happen.

Scott Ingram: For links to connect with Darren on LinkedIn and to his website, podcast, and more, just click over to DailySales.Tips/1081.

Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Create something that expands you past your comfort zone because when you are realistic, it’s just another way of saying that you’re being real and real is now. ” – Meshell Baker in today’s Tip 1080

Are you unrealistic in your goal setting in 2022?

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Meshell Baker is back to help us kick off the year. Meshell is a certified sales confidence igniter and an authentic selling crusader. She helps business owners and sales leaders tap into unlimited human potential to create diverse and inclusive culture change and disrupt the sales training status quo. Here she is:

Meshell Baker: Hello Happy New Year and welcome to today’s Daily Sales Tip. Be unrealistic. So as you go forth in this New Year 2022, I challenge you to set goals that for your personal, your professional, your sales goals that are unrealistic. Create something that expands you past your comfort zone because when you are realistic, it’s just another way of saying that you’re being real and real is now. Real is what you can see. Real means you can measure it, you can predict it and you can control it. And if you know anything about greatness about achieving things that are absolutely phenomenal, amazing, it requires that you go outside the comfort zone that generally you will be inconvenienced, you will be uncertain and you’ll be uncomfortable.

So the magic happens outside the comfort zone. And I just want to take you back a little bit to think about a child. If you’re around any young children, watch them play and everybody has seen this. You’ll give a kid a gift and they end up playing with the box. You don’t need to give kids much to play with, and then they become resourceful and they become like their imagination for what they get to create with the minimal is expansive. It is not limited by what they see, it’s what they feel and believe in who they are and their capacity to create these incredible great things.

We lose that as adults, we are conditioned by our surroundings and our upbringing, and all different matters to start believing that we can’t. And C-A-N-T the acronym to me means Conditioning Accepts Negative Thoughts. And when you begin to do that, you are become realistic. Instead of becoming unrealistic and realizing that. Another word for unrealistic is impossible. And it’s I’m possible that you get to create greatness. Anything that was created great was first conceived in someone’s mind that they could see and sense within themselves, something that was amazing and they didn’t know how to do it.

So when you step into that unrealistic realm of creating your BHAGs, Big Hairy Audacious Goals that exceed your capability, it will require that you do things you’ve never done. Go places you’ve never gone. Talk to people you’ve never talked to. Learn skills that you don’t currently have. You will get to refine and develop your capacity, which is infinite. Know that time is finite. You have a limited amount of time and the way you optimize that is with the infiniteness of your mind. And only way to cultivate the infiniteness of your mind is to train that muscle by challenging yourself to go outside your comfort zone.

And again, audacious, big hairy audacious goals are one of those driving forces. They mean that they’re bold. They’re daring. It requires that you become fearless, brave, unafraid. You will master and muster the skill inside of you when you have something that’s compelling you.

So I’ll challenge you one more little bit about the unrealistic. A goal is something that you can measure. A vision is something you become. A goal is something that you acquire, obtain, achieve it’s something you could hold on to look at, and sit in, or whatever but a vision is who you become. And when you create a vision for becoming amazing and challenging, that fearlessness, that brain, you will get all the goals in the process. They will just become part of you becoming amazing.

So again, tap into your childlike wonder and awe. What would really excite me? What would ignite me? What would inspire me? What would compel me to push past my fears? What do I want more than anything in the world? I challenge you to become unrealistic in your goal setting in 2022 and become the best you possible. Have a great week selling and I’ll see you next week.

Scott Ingram: Now it’s not unrealistic to expect that you’ll get to hear a lot more great tips from Meshell this year. Do yourself a quick favor though and connect with her on LinkedIn. We’ll have a link for you at DailySales.Tips/1080

Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!