“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
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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!