“Doing big deal reviews like this really gets you more confident when you’re going through these larger deals.” – Marcos Serna in today’s Tip 1039

Do you do big deal reviews?

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host with a cold, Scott Ingram. Today Marcos Serna is back. Here he is:

Marcos Serna: Many times a lot of sales reps really don’t prepare for these larger strategic deals as they’re going about their process. And one of the bad impacts of this is that your close rates actually tend to decrease. Right? And so a really good solution and tip you can take today is start implementing big deal reviews. And so basically, a big deal review is something that I’ve used and you get your manager and team involved, and really, the more stakeholders, the better. So if you can get your SVP or Chief Revenue Officer also involved in these meetings, it’s really good because it just helps multi-thread you in a deal. So people that are aware and give really high-level visibility as you go about these larger 7-8 figure deals. Right?

So what’s a good template to run a big deal review and what are some of the things that I do? It really breaks down into 5 different processes. So first is just basic info on the organization, and we’ll walk through that. I have a where are we at today section. All the negatives that can happen within the deal is my third section. The fourth one is meeting prep, and I’ll walk you through what I mean by that. And then the last one is kind of next steps, mutual action plan.

So let me walk through those first starting with basic info. So in the basic info section, what I’m really concerned about is how this organization I’m working with makes money. And a lot of times when you’re working with a lot of subsidiaries, they can make different types of money or revenue streams versus the regular business model. So that’s just something to look out for. But I am concerned about how this organization makes money and how it can tie it back to my solution.

Another thing that I look for in the basic info section is things like recent news on the industry. And then a big one here is any relevant customers from the company I work for that can potentially act as customer referrals. Right. So that’s just something that I’m always constantly looking for to see this company is in the pharmaceutical space. Do we work with any other pharmaceutical companies that we can potentially leverage down the road? So that’s the basic info.

Then I have a section on where we are today. This is where you’re going to want to fill out your medic. In my case, I use MEDDPIC. And then also I create an organizational chart. Now, the cool thing about this is I map everybody out, who’s the VP of IT? Who’s the director of IT? And who do they report to? But aside from doing the organizational chart, I do what’s called an influence authority chart. So I want to figure out who at the organization has the influence that can potentially help our deal, but also who has authority, right? Who can actually sign off on this deal?So going through that process just really helps you get more prepared throughout the deal. So that’s number two, where are we at today.

The third section is, what are all the negatives that can happen in this deal? Right. I try to figure out all the ways this deal can go wrong. What if the stakeholder leaves? Are we multithreaded? What happens if this organization gets disrupted? Does that push back the timeline? Things like that. Have we even talked to legal, right? So all the negatives that can happen in the deal is that third section.

The last two are meeting prep. So I go line by line. I kind of map out everyone that’s involved in the deal that has some type of influence or authority, and I actually create different questions for every persona. So if I get a chance to talk to John Smith, who’s an engineer that started maybe two months ago, I could try to get a valuable conversation out of that by asking him relevant questions that will lead me to a higher conversation with their Director of Engineering, where I can take what I’ve learned up to that person and then just get more valuable conversation.

And then the last one is a mutual action plan. So basically, what are all the next steps that we need to do in the deal, right? Do we need to go through a negotiation on the MSA? Do we need to work out pricing or doing a POC scope things like that?

So doing big deal reviews like this really gets you more confident when you’re going through these larger deals. It helps you become intimate with the deal, right? And then also helps you close at a higher rate.

Scott Ingram: To connect with Marcos on LinkedIn and for a link to check out his SalesLife podcast, just click over to DailySales.Tips/1039.

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

“Remember, business is personal because it’s people you do business with, and the more they feel appreciated, the more likely they’ll do business with you.” – Meshell Baker in today’s Tip 1038

Are you giving recommendations and referrals?

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 with a cold, Scott Ingram. Here’s Meshell Baker:

Meshell Baker: Hello, welcome to Daily Sales Tips and today’s daily sales tip is on giving recommendations and referrals. This is such a powerful standard and habit that really helps with improving and escalating you to that high-performance seller state. So if you’re looking at creating and cultivating a process where sales are constantly attracted to you, opportunities constantly coming to you, it requires that you acknowledge and appreciate the people that you’ve already done business with or you want to do business with or it doesn’t just mean the people that are purchased from you. It’s also looking at the people that you work for and with, acknowledging them, and making it a habit and standard.

I have a few colleagues who actually make it their standard that every day they log on to LinkedIn, but to check on their social media feed and comment, they also either write a recommendation or there’s the opportunity to give kudos and acknowledge someone. They do that every single day to one person. And trust me, most people have at least several thousand people on their connection list, so you will not run out of people who you can acknowledge.

There’s a quote by Eckhart Tolle and it states, “Acknowledging the good that you already have in your life is the foundation for all abundance.” And it’s very interesting that I find people who are struggling with sales. They can’t find enough clients. They don’t have leads. They don’t feel like it’s a great job. They don’t feel like their boss understands. They feel like they’re in a very unfair state or looking at what they don’t have. And when you pause and you start making your standard every day, the beginning of the sales day is the most important part of your day.

When you start off with looking at how the day is going to be amazing, who can I appreciate? Who can I introduce to someone? Who can I refer to someone? Who can I recommend? Can I go write a recommendation for a company that, think about a company that you bought a product from, that was absolutely amazing? And did you write them a recommendation? No. Go to their website. Go to their Yelp page. Start giving of this incredible acknowledgment for business well done, and it becomes reciprocal. It will come back to you. So creating that and looking at the ways you can do that. So when you’re listening to this, I would highly encourage you. Look at that list. Mark out the time on your calendar and make it your having and standard. It could be Monday through Friday or every day. If you want to do it on the weekends, think of family members. This is how you can approve the abundance and cultivate opportunities within your family.

What I am basically saying here is that whatever you put out is what you get back. So when you decide that you’re going to acknowledge and appreciate people, especially those that you’re doing business with, the ones that you want to do business with. Thank you for the call even when they don’t buy. Send them a thank you. Make a note or a task somewhere, depending on your CRM or your calendar. Make a note to follow up with them and just say, “Hey, I’m reaching out. We talked last month,” and even if you haven’t followed up with someone and you’re listening to this, it’s never too late. Don’t tell yourself no. Let them tell you no, Hey, you know what I was thinking about people I talked to last year, last month, right? Last quarter, who I was really excited and anticipated that I would get to do business with, but things didn’t work out that way. So I’m reconnecting with you to see, is there still an opportunity? Has anything changed? I’d love for the opportunity to speak with you about working with you because I was really impressed by you.” There is so much that you can create. Well, start your day with giving and you will be amazed at what you receive in and throughout your day.

Now, remember, this is an established habit, so looking for the results is not doing it altruistically. You’re just giving of yourself and whatever comes back comes back. And having said that, I will close with a quote from H. Jackson Brown Jr. “Don’t forget, a person’s greatest emotional need is to feel appreciated.” Remember, business is personal because it’s people you do business with, and the more they feel appreciated, the more likely they’ll do business with you. Have a great day selling.

Scott Ingram: For more from the greatness that is Meshell, just click over to DailySales.Tips/1038. Then be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Sometimes the key to success is as simple as not stopping.” – Scott Ingram in today’s Tip 1037

Keep going!

Join the conversation below and join the listener 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 I want to talk for just a minute about progress and momentum. Sometimes the key to success is as simple as not stopping. It’s about putting one foot in front of the other, one step at a time. Sometimes you’ll be able to build momentum and start running. Other times it can just be a slow painful uphill walk, but the most important part is the action.

In my weekly email last week that gets sent to everyone on the listener list I talked about the Matthew Effect and how winning compounds and how you don’t have to be 2 or 3 times better than the next guy to achieve results that are 2 or 300 percent better. If you want to check out that newsletter and the short 90-second video that goes with it, just click over to DailySales.Tips/1037 and we’ll have a link for you. You can also join the listener list while you’re there.

But back to my point here. Sometimes you just feel like Sisyphus pushing a bolder up the hill. Here’s the way I see it though. If you’re pushing that bolder and you just keep pushing you’re good. It’s when you stop that you really have issues, but if you would just keep at it, eventually you’ll crest the hill and find that the bolder actually starts rolling under it’s own gravity, until of course it’s time to start pushing it up the next hill.

You’ve got to enjoy the times that the bolder is rolling down the hill in the right direction, and never give up when it comes to getting it to the top of the next hill. Keep going my friends. Happy selling!

“Setting yourself up just 5 minutes before each call will have a game-changer on your percentage, on your financial impact and, of course, ultimately change your life.” – Jonathan Gelardi in today’s Tip 1036

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 Jonathan Gelardi. Jonathan is a High-Performance Coach. He created the DEEM method – a simple 4 step training to create your highest performance self. He’s a public speaker and actor in NYC and his part of a big Italian Family. There was a tiny glitch with the first few seconds of his tip, but here’s the rest:

Jonathan Gelardi: Use before sales calls, because a lot of times when you’ll notice like in sales, when you’re making a lot of sales, you start to get this momentum, this confidence, this feeling good. It’s a problem I see with a lot of sales reps where they do really good and they’re feeling good and their momentum is just firing in sales. But then if they start to not do well, they have a couple of calls back to back where they get a “no”, where they get some kind of negative reaction, or maybe some questions like, I don’t get what you’re clearly explaining to me. They start to lose that momentum and then they go on this block where they really can’t get too many sales they’re not in that momentum.

So really one of the things that totally changed my sales game tac, so I can have 50% or above, on average on all my offers, including my own program, the High-Performance technique and it’s becoming intentional 5 minutes before that sales call. Right? Rather than just, Hey, I got to make this call and you call them up and you start it. Taking 5 minutes to sit breathe for when your body starts to relax. This will allow you to open up your listening more. It allows you to hear the things that they’re not saying. So that way you can really open them up in a positive way because I don’t believe in backing people into the corner. I believe in painting the future vision and the possibility of it if your program or product can actually help them. Right?

So spending that 5 minutes to for one, just slow down the breathing. We know how healthy that is in high-performance work, to allow you to drop into your body, to listen more, to be more aware, higher focus levels, right? But mainly is intentional work, which is High-Performance 101. Intentional is thinking to yourself three things. What kind of energy do I want to have before this call? What do I want them to feel on the other end of this call? And how would I feel after I accomplished my mission? So after I make the sale?

So for example, maybe I’ll go, I want to be inspiring and I want to be fun on this call. Right? And I want them to feel trustworthy and open and honest with me. And after I make the close, I’m going to feel excited. I’m going to feel thrilled. Now, if you can notice in my voice and my body, everything is starting to shift right now. Things are feeling better because energy is really what’s causing you to act a certain way, which causes you to get a certain result.

So if you’re feeling tired and drowsy and blocked and you go into a sales call, it could take you 20 minutes to warm up, and that’s 20 minutes that you could have already lost that sale. So getting intentional the 5 minutes before slowing down your breathing, becoming intentional about the energy you want to have, you want them to feel. And, of course, how that feels when you close that sale after and really help someone do something and make a decision that can ultimately change their life. Right?

Sales is mindset, right? Of course, there’s the building rapport. There’s the pitch, and there’s the overcoming objections. The three main phases. But now we’re talking about personal growth work. Energy work, getting yourself aligned with the end result that you want because as we know from some of the best coaches around the world, getting to where you want to go is feeling like it has happened now. So that way you can attract more of it, and you could be more of who you need to be to get more of those results. Same thing with sales. Setting yourself up just 5 minutes before each call will have a game-changer on your percentage, on your financial impact and, of course, ultimately change your life.

So hope this helps, put this into play. Try it out a few times. Do it for 7 days straight as a challenge, and I promise you you’ll see a difference with the energy and rapport of your sales calls.

Scott Ingram: If you’ll click over to DailySales.Tips/1036 we’ve got links for you to connect with Jonathan and to check out his free private Facebook group on high performance.

Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!

“Your customers do not want your product. They simply want a solution to a problem that they haven’t yet been able to solve.” – Darren Mitchell in today’s Tip 1035

Do you have the solution to your customer’s problem?

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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 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, I’m going to talk about a topic that might sound controversial and it might sound challenging, and that is your customers don’t want your product. Now, despite sales being a phenomenal career. There are many, many salespeople and sales leaders out there who are causing themselves and their companies a huge amount of grief. Why? Because they continue to make it all about themselves and their products. And you hear them. I have the best product. We have the best service. We’ve got the fastest, the biggest, the greatest. Who cares? Your customers certainly doesn’t, because if they did, you wouldn’t actually be required.

Now, I’ve worked with hundreds, if not thousands, of salespeople over the last 20 years, and the vast majority suffer from the same condition, the “All about me” syndrome. This happens at an individual level, and it can certainly also happen at a company level. Just have to look at the executive summaries and the proposals that people put out. They’re all geared around trying to convince a customer. I’m staggered at the number of organizations that simply drink their Kool-Aid and believe that it’s okay to mention their own company’s name by a factor of 10 to 1 compared to their customer’s name in an executive summary. It’s not making it about the customer. It’s making it all about themselves.

I’ve also got an example of a company who has a phenomenal product, and yet they did 81 demonstrations to prequalified and highly qualified prospects and not a single sale came out of it. And when we analyzed why it was because they were trying to flog their product.

Now sales leaders and salespeople who get it understand a few simple principles.

The first one is people buy from those who they know, who they like, and who they trust. So how about we start spending more time investing in creating credibility and building trust with our prospective customers?

The second principle is sales is all about problem-solving. It is not about product pushing. And when we understand this, all of a sudden, sales can become significantly easier and a lot more enjoyable.

Just think about this. If you as a prospective provider of a service can articulate a problem that a prospective customer has, and you can articulate that problem better than the customer can articulate that problem. Guess what they’re going to think. They’re going to think that you must have a solution to that particular problem, and therefore they’re going to be significantly more open to hearing what that solution actually is. So make sure it’s about problem-solving. It is not about product pushing.

And the third key principle is that great salespeople show an interest in the customer and in the customer’s business. They don’t go in there trying to be interesting. Now, this is the key to not only great relationships, it’s certainly key to great sales outcomes. Become more interested in your customer and through that process, guess what? You will become more interesting to your customer and the end result is a sale will be a natural consequence of an authentic conversation. And yes, we may still need to ask for the sale, but it is not going to come across as being pushy.

So remember, your customers do not want your product. They simply want a solution to a problem that they haven’t yet been able to solve. And you may just be the catalyst for helping them to solve that problem. So the key message make it all about them. Solve a problem, and just watch what happens to your sales number, and of course, to your levels of confidence, you will become unstoppable. So that is today’s daily sales tip.

Scott Ingram: For links to connect with Darren on LinkedIn and to his website, podcast, and more, just click over to DailySales.Tips/1035.

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

“It gets the buyer thinking long term, and when they’re thinking long term, they’re more focused on outcomes.” – Paul Reilly in today’s Tip 1034

Do you stretch your buyer’s time horizon?

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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 Paul Reilly. Paul is a professional speaker, sales trainer, and author. He co-authored Value-Added Selling, which is in its fourth edition, and he authored Selling Through Tough Times in 2021. He also hosts The Q and A Sales Podcast, where he answers the most pressing questions facing today’s sales professional. Here he is:

Paul Reilly: Hello friends, Paul Reilly here. And if I could give you just one tip, if I had one tip for you, it would be to stretch your buyer’s time horizon into the future. Remember that we as humans, we are hardwired to think in short term. It’s part of our mindset, and that dates back to our survival, in the caveman days, when we’re hungry, that’s our signal to go out there and find something to eat when we’re tired, that’s our signal to sleep. So we’re instant gratification-seeking individuals, which means we view things in the short term.

Now, think about how this weighs into decision-making. If you’re selling your solution, I’m guessing your solution provides a long-term gain or outcome. But if your buyer’s thinking in the present, they’re not thinking about what they’re going to gain in the future. Instead, they’re thinking about what they must sacrifice today in order to gain that outcome. And sometimes that includes switching out their process. It means changing what they’re currently doing. It could also mean paying a premium, right?

For example, if your solution is 10,000 and what they’re currently using is 9,000, they’re looking at that $1,000 as something they sacrifice today. And while they focus on all that sacrifice, they’re not thinking about the long-term outcomes. So what we need to do is stretch that time horizon. And we can do that by asking questions that cause the buyer to view things in the long term.

Here’s a couple of sample questions.

Number one. Mr. Buyer, let’s fast forward two years from now. What does the ideal outcome look like? Or two years from now, what would cause you to say, I’m really glad I decided to partner with XYZ Company. Long term, how can we create value for you on this project?

You see each one of those questions. It gets the buyer thinking long term, and when they’re thinking long term, they’re more focused on outcomes. And when they’re focused on outcomes, they’re not focused on what they must sacrifice today.

Scott Ingram: For links to pick up a copy of Paul’s book: Selling Through Tough Times and to subscribe to The Q and A Sales Podcast, just click over to DailySales.Tips/1034 and we’ll have those links for you there. You can also ask Paul a question and he’ll turn it into a show.

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

“Make your money by delivering consistently on expectations so your cost of renewal is near zero and they’ll stay, buy more, and advocate.” – Todd Caponi in today’s Tip 1033

Are you or your company considering raising your prices?

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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 Todd Caponi. Todd is the author of the 3x award-winning & best-selling book, The Transparency Sale, and a top-rated keynote speaker & trainer as Principal of Sales Melon, LLC. His new book, The Transparent Sales Leader, is planned for early 2022. Here he is:

Todd Caponi: Are you or your company considering raising your prices? Well, in a recent interaction with Scott Ingram himself, he had told me that the buzz on the street is that, “Price increases. I think we’re going to see a lot of these next year.” And so it led me to this daily sales tip that before you pull the trigger, make sure you are fully calculating the subconscious unintended cost of a price increase. Here’s what I mean.

First question to ask yourself is, why are you raising prices? And if the answer is, “Hey, we’re losing money on every existing customers and can’t sustain the business under the current pricing.” Well, then you might want to disregard the rest of what I have to say because you’re essentially having to fix a past error and planning, and that needs more than a daily sales tip to fix. However, if the answer is how most of these are, which is, “Hey, we need to grow revenue. We’re providing more value to our customers so they should be paying more for what we provide.” And I’d like you to consider rethinking that mindset and your strategy.

Now, as a technology provider. And specifically, I’m thinking about this from a SaaS viewpoint, too. Attempting to grow revenue through charging existing customers more is more likely to do the opposite. You best grow margins from existing customers by setting accurate expectations and consistently meeting them. But the result is a no-brainer renewal meaning very low cost to renew and a higher likelihood of them buying more and an even higher likelihood of them advocating on your behalf.

Now, if you have to raise prices, consider grandfathering in existing customers and beginning the new pricing model on new customer acquisition. Because for every ten existing customers who accept the price increase, I’m telling you, one is going to leave, which has significant long-term value cost to your business, right? Because if they would have stayed and renewed and renewed, you’re not looking at one year you’re looking at multiple years, one will probably reevaluate and maybe more, which has a cost both in resources and in the opportunity cost of focusing on retaining versus new customer acquisition.

And there’s probably another three others that will do something that I call couch tracking, which is their radar goes on for alternative options, and they’ll be less likely to stay, less likely to buy more, and less likely to advocate while they’re in that mode, which costs you more than you can even see. I mean, essentially you’ve shaken loose those who don’t normally give renewal another thought into conscious consideration of alternatives.

Now, if the above explanation doesn’t scare you out of raising prices on existing customers, if you are anticipating this price increase to impact 2022 renewals, you better be providing notice greater than or equal to a simple calculation. I want you to think about your average sales cycle length. Take that number of days and then add 60 days to it, and you better be giving at least that amount of notice to your existing customers. If your average sales cycle is 30 days, then you’d better be providing 90 days’ notice. So the customer has adequate time to investigate alternative solutions because otherwise, you’re forcing them to pay more. They have no alternative. And what happens then? Well, you’ve just eroded the crap out of trust between you and that relationship.

Your relationship is unfixable at this point. A customer that stays reluctantly is worse than a customer who leaves, in my opinion, because those who stay reluctantly are more likely to spread the word, which also erodes your company’s reputation. Right? Negative reputation spreads more quickly than positive. Get ready to see lead flow slow down and churn go up and you’ll be like, “Oh, why is this happening?” It’s probably that.

Now, given that we’re just a few weeks from 2022 already, your customers have already established their budgets for 2022. So if you haven’t already told those existing customers, get ready for your account management team to start polishing up their resumes, too, because their job satisfaction is likely to shrink.

What do you think? I would love to hear your feedback on this, for my companies and those I advise, my advice is always and has been your best served maintaining and rewarding loyalty and getting existing customers to not have to even think about their renewal. Make your money by delivering consistently on expectations so your cost of renewal is near zero and they’ll stay, buy more, and advocate.

Scott Ingram: To get your hands on a copy of The Transparency Sale and to connect with Todd on LinkedIn where you can tell him what you think, just click over to DailySales.Tips/1033 where you’ll find those links and a couple others.

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

“These information sources can help you quickly elevate your messaging so you can effectively speak the language of your customer.” – DJ Sebastian in today’s Tip 1032

How well do you speak the language of your customer?

Join the conversation below and connect with DJ 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: How well do you speak the language of your customer? Gain a basic understanding of the major terms used in your customer’s industry, and use those terms in your communications. It’s not necessary to understand all the details, but articulating your messages in the language of your customer will enable you to quickly be viewed by your customer as one of us who understands our business.

Use the words and phrases your customer uses. Examine how your customer describes their mission, their key initiatives, and their customer focus. Pick up the main phrases that define them and incorporate these phrases into your messaging for your customer communications.

How do you go about doing this?

First, study the language of your customer. Go to their website to learn how they position their company theme and their mission. For example, the worldwide leader in widget technology scanned through their annual report and investor presentations to learn their promise to their customers and their stakeholders, their key initiatives where they plan to invest and the stated areas where they need to improve, then understand how their top competitors position their company and their solutions. It might be similar. It might be different. Be sure to note this for future reference.

Finally, subscribe to industry journals and Web content to study the key business challenges of your customer’s industry and gain a working knowledge of these items. Industry journals will often analyze and rank companies in these industries in terms of revenue, profit, and growth potential. These information sources can help you quickly elevate your messaging so you can effectively speak the language of your customer.

Scott Ingram: For a link to connect with DJ on LinkedIn, just click over to DailySales.Tips/1032 and tell him you heard him on the Daily Sales Tips podcast.

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

“When you do something consistently every day, you create a stronger and stronger link in your mind and a belief in yourself that will deliver.” – Meshell Baker in today’s Tip 1031

What are your morning routines?

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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 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 Daily Sales Tip. This tip is on morning routines of the successful. And why is this important? It is very true that how you start your day dictates what your day will be like. So the most successful people in the world have established routines that they do first thing every morning to set their minds GPS. It gives them a direction. So no matter what comes throughout their day, they are reminded of who they decided to be. What they’ve decided to create? The success they decided to attract and generate with their day. And it all starts when you open your eyes and you set your mind on that target.

So here are a couple of things to let you know that some of the successful people do. You do not need to do all of them. You cherry-pick and start to make your own routine that is for you. And I highly encourage you to start with something, right? My clients. I encourage them to start with 15 minutes a day. That’s all you need. It’s less than 0.01% of your day to start with 15 minutes a day to set your mind right on the target of your sales success.

Now, here are a couple of things. They wake up at the same time every day. All of it, it’s not something I do, but this is for other people. Allow natural light into your room, drink a glass of water, eat breakfast, exercise, look at your list or meditate. So meditation is one of those first things I do to keep myself calm and to get myself in a State of Calm. So whatever comes my way, I’m a calm person.

Now, what does that mean for you? Well, there’s a quote by Hal Elrod that says, “Let today be the day you give up who you’ve been for who you become.”And that’s what happens when you decide to create a morning routine. You are grateful and embracing each day as your new chance and choice to create something better. It doesn’t matter what happens. If you understand life, your past is never an indicator of your future. There are so many stories of people who have overcome difficult and arduous and disappointing and cruel past to create something great. And it begins with today, right? It’s that thing. Is it going to be one day or is this day one? And when you wake up and make every day, day one, you’ll be amazed at what starts to the magic that starts to appear in your life.

The sales, you begin to close the deals, you begin to be offered, the promotions, the opportunities. It’s absolutely incredible. I remind people everywhere you go, there you are. So when you make it your habit and standard of investing in yourself consistently first thing every day, guess what happens. Other people want to invest in you too. When you don’t take time to invest in yourself, I often question, why do you think someone would invest in you if you want to invest in you?

So having said that, make it your habit and standard. And here are a couple of books outlist that you can grab. You can to start looking at how to create that morning routine that works best for you.

Hal Elrod, who I mentioned, The Morning Miracle is a very popular book that people, and he actually has an acronym for his standard of Morning Miracles. I won’t give it away. I’ll let you do your homework on your Googling and looking up things. Another book is My Morning Routine by Benjamin Spall. And there’s another book, Daily Rituals, The first 90 Days, The Power of Atomic Habits.

I highly encourage you to pick something and look for ways in Google. It doesn’t require getting a book. You can actually Google, how to create a successful morning routine or the successful routines of the routines of the successful. The goal for you here is to really get curious about creating standards and habits for yourself so that you can have that compound effect. When you do something consistently every day, you create a stronger and stronger link in your mind and a belief in yourself that will deliver and that belief is what you bring to every sales call with you so that your buyers start to believe in you.

So the more you do this every morning, the more you believe in yourself and it turns into your buyers and your prospects believing in you. See how that works awesome. Well, have a great day selling and I look forward to seeing you, hearing, or speaking with you again.

Scott Ingram:  For links to connect with Meshell and her website just click over to DailySales.Tips/1031. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“We also need to know what else they consume and whom else they listen to so that we can engage with them in a meaningful way.” – Peter Strohkorb in today’s Tip 1030

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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 Peter Strohkorb. After 20 years in leadership roles in multinational corporations, Peter couldn’t stand the ineffective ways that businesses use to accelerate their sales. He set himself the task of offering solutions that deliver real results. Since 2011, he’s helped clients to “win more sales, faster” (which is his business motto). Here he is:

Peter Strohkorb: Number five. Now that we know who our ideal customers are, we need to know where they hang out. What influences do they follow and do they listen to? What content do they consume? And where can we find them? Now, the logical answer is probably that we can find them on LinkedIn because let’s face it, that’s what LinkedIn is for. But we also need to know what else they consume and whom else they listen to so that we can engage with them in a meaningful way. Think about.

Scott Ingram: If you’ll click over to DailySales.Tips/1030 we’ll have links for you to connect with Peter and the video version of this tip.

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