Short Reads for Agent Motivation

Read & Refocuse

Motivation-Inspiration to become a Top Dog at Sales and Life

Stop resisting! Actually step back, put your defenses down for a moment and welcome a challenge that comes your way. Look at it as an opportunity to improve your position. Find a way to take those stops that threaten you and use them to your advantage like a Master at Aikido. Because you actually get what you resist, this is step one in dealing with challenges. Stay positive. Surround yourself with positive people and enhancement. Get yourself trained in your field of interest, with this sales and marketing training. Get up to date in your industry. Learn constantly. This will give you the ammunition you need to handle anything that comes your way. Think of yourself as a Navy Seal. Those guys train and drill like they are in real combat scenarios so that when they actually are in a battle, they handle advances like it’s second nature. Don’t slow down. When you are hit with a challenge or bad news you tend to stop in your tracks and give all your attention to the problem. When you do this, the problem has already beat you. Keep your calendar full of things that are productive and above all, never ever quit. In order to win, refuse to slow down and instead, when your back is up against the wall, turn around and bust the wall down! To recap: Embrace challenges and turn them around. No Negativity Allowed. Hit back and slam and jam. Make it your policy and create an extraordinary life!escription
You want to sound like a pro? The answer is so simple, most choose not to take advantage. Practice! It really does improve your skill. Never go into a cold call completely, well, cold. Simply rehearsing what you’re going to say builds confidence which leads to better performance. The more confident you become, the easier cold calling will be. Don't panic, practice instead.
"Price is what you pay, value is what you get!."- Warren Buffet. Every salesperson must believe they have the best value, regardless of price. What that means is you have to convince yourself that even if you’re four times the price tag, you’re still the best value. Understand what makes you better. Why should someone buy your product or service over anyone else’s, even when it’s pricier? Make sure to convince yourself of this value as well as your prospect.
"He who is not courageous enough to take risk will accomplish nothing in life." -Muhammad Ali. Before making a cold call, many people complain of nervous jitters. No one likes rejection, but that’s part of the sales process. Grant encourages every sales professional to remember that with each call, they have everything to gain and nothing to lose. Great salespeople know this and it serves as a powerful confidence booster and motivator.
You’ve got to have a big claim or, as Grant describes it, a monster claim. Your claim has to be something a pros­pect cannot regurgitate and a competitor cannot imitate. In other words, your prospect can’t ignore your claim and your competitors can’t match its value. Your claim must become a hook that sinks so deep in the client that it literally creates a picture they can’t erase. Nobody buys anything except for one reason, to solve a problem. With your big claim, make sure to clearly express how you will solve your prospect’s problem. Remember, sometimes people won’t rec­ognize they have a problem until you point it out. Wow them with what you know and what you can deliver.
Rejection from society is what created the X-Men!! Rejection brings emotional pain. We can relive and experience social pain more vividly than physical pain, so it’s easy to get discouraged by a bad call. Don’t be defeated. Keep a positive attitude, pick up the phone and continue learning from your mistakes.
As the saying goes, 90 percent of everything in life is attitude. The same goes for sales. Before you ever pick up the phone, you need to have the right attitude. Before Grant makes a call or sits down to type an email, the first thing he does is get his head wrapped around the concept. He tells himself he can sell anyone on any deal in any situation. It doesn’t matter if it’s 58 cents or $58 million. Give yourself a little pep talk each time and remind yourself: “Hey, I can sell this person.”
“Literally move your body, whether it’s taking time to work out or a quick walk around the block after lunch. I’m more bookish than athletic, but as I’ve had to learn to manage myself along with my business, I’ve found that even a little bit of exercise gives me extra energy and a more positive outlook. Plus, there’s something about a simple walk that gives your brain time to sort through and resolve problems.” –Tricia Han, CEO of health and fitness app Daily Burn Work out for a strong body, which holds up a strong mind. “Successful entrepreneurship requires more than just mental fitness, it requires physical fitness as well. I have a daily workout regime that started in 2013 and has grown and evolved in step with our business. It started with CrossFit (high intensity interval type training) and has expanded from there. Clearing your mind and challenging yourself physically with a tough workout every day prepares you for the daily challenges of business. A strong body holds up a strong mind.” –James Parrelly, managing partner of Paw Pods, eco-friendly pet caskets and urns, made from 100 percent biodegradable materials
“It’s easy to sometimes get trapped in monotonous work or life patterns which can affect your mood and overall performance. When that happens, read something uplifting. If I’m dragging or feeling uninspired, I try to reset my attitude by reading a book that I find inspiring to give me a boost or just break the cycle of scheduled sameness.” –Josh Sowin, CEO of Brainjolt, a viral content company that makes articles, quizzes and videos for the social-web with content which reaches half the U.S. population and 300 million people worldwide every month
Dear Future Self, “Increase productivity by allowing yourself to focus on the task at hand. An effective way to do this is by splitting your time into two categories: 1) telling yourself what to do, and 2) doing what you tell yourself to do. I use my calendar, email, and a to-do list on the wall to tell future me what to work on. Before the end of every day, I make sure it’s updated so that when I get to my office in the morning I know exactly what I need to do.” –Matt Schlicht, co founder and CEO of Octane AI, a technology company that makes social concierge bots for ecommerce businesses including L’Oreal, GoPro, Royal Caribbean, and Warner Music Group
“Take an hour at the end of every day to decompress and unwind. Not only will you get to relieve the day’s stress, but you’ll give yourself the chance to really absorb everything you learned during the day and evaluate your next steps. Entrepreneurs – myself included – tend to be workaholics, but it’s important to take a break from the grind and let yourself breathe. Your business can only be in good shape if you are, too. –Mark Johnson, CEO of Descartes Labs, a data refinery company that processes complex data to help us better understand our world
“I listen to music every day. Not all day, just two songs minimum–one familiar and one random. One of the first things I do when I get out of bed in the morning is play one song I know will have a positive effect on me. This gets me going and puts me in the right mindset for the day. Then I’ll play at least one random song on my commute. Sometimes I get one I love or haven’t heard for years, sometimes I get neither. The variable reward not only keeps me coming back, but is exciting. For me, music has noticeable and powerful effects on my brain. It changes my mood, motivates me, and boosts my concentration.” –Jason Finkelstein, CRO of Traitify, a company that applies personality science to help businesses attract, hire and keep the best people “When I’m in the car to and from work each day, I blare my music and make sure to sing along with whoever I’m listening to. Great way to gear up for the day or wind down after a particularly long one. Only downside is that it gets a bit awkward at a red light when you catch the next car staring at you while you’re belting out to Ed Sheeran.” –Aaron Zarraga, co founder and CTO of Sensel, next generation touch technology allowing limitless open-source creative expression for makers and creators
“Creating a sense of calm each day helps me to set goals, prioritize and reflect. Whether this means waking up early for a yoga class or practicing breathing and meditation on my morning commute, I have found that even five minutes can make a difference. This habit has allowed me to be more engaged, thoughtful and ultimately make better decisions in both my work and personal life.” –Lynnette Bruno, VP of communications, Zillow Group and PR and Research at Trulia, a mobile and online real estate resource
“I’ve been meditating for a few years now, first thing after waking up each morning. It’s made a huge difference to me and to the people around me. Focusing on your breathing, just for 10 to 15 minutes in the morning gets you into a mindset where you’re better able to step back from the thoughts and emotions that might cloud your thinking. Through mindfulness, you are able to approach situations with much more clarity to better focus on what’s really important and prioritize your time accordingly, both professionally and personally.” –Johannes Quodt, cofounder and co-CEO of Koio, a luxury leather shoe brand
“When I wake up in the morning, I remind myself that no matter how impossible things seem, there’s going to be at least one really awesome and unexpected thing that’s going to happen that day. This really helps me get going, and 99 percent of the time, it turns out to be true.” –Ilya Rosenberg, co founder and CEO of Sensel, next generation touch technology allowing limitless open-source creative expression for makers and creators
“I have a post-it up in my kitchen that says, ‘Sunday is not a workday, so back off anticipatory brain!’ I have to consciously force myself to protect the empty space and recovery time. Having a small visual reminder gives my subconscious permission to wait until Monday morning to start working again. This is about recovery and time with family but it’s also about creating blank space in your head so new ideas can pop up.” –Valarie Hamm Carlson, VP of Brand at Simple, a technology company which has blended budgeting and banking into a single app
“I start almost every day by talking to one of our customers. On Sunday night I spend about 30 minutes lining up informal calls for the week, and use my 20-minute drive to work to have those conversations. Jumping on the phone and hearing first hand what’s working for them, their frustrations, and just how hard they’re hustling gives me motivation to help them be as successful as possible. I try to carry their passion through the rest of my day. When the day starts with a small win, the momentum continues.” –David Rusenko, founder and CEO of Weebly, a platform that allows anyone to start and grow an online business with curated website template, powerful ecommerce and integrated marketing
“Running a business can be quite overwhelming, with the work truly never ending. When you have a lot to do, my philosophy is to just pick 3 things to do each day. Do those three things first in the morning, and then wherever the rest of your day takes you, you know at least you’re progressing and have accomplished what you needed to.” –Irene Patsalides, founder and CEO of Mirenesse Cosmetics Australia, maker of a 24-hour supreme mascara which sells one unit every three minutes globally
“Here’s a quote that I repeat often to myself from The Art of War by Sun Tzu: ‘In the midst of chaos, there is also opportunity.’ It keeps me focused, knowing that even in moments when it all looks and feels like chaos, I am moving forward, I am looking for solutions, that may open new doors with endless possibilities. It reminds me to be flexible and adapt to what the present holds.” –Gabriela Mekler, cofounder of mumi, a line of packing cubes and bags
“First thing when I wake up, I write down three things I have to be grateful for, three things that would make that day great, and one daily affirmation. Right before I go to sleep, I write down three amazing things that happened that day and answer the question: ‘How could I have made today better?’ The daily practice of writing down what I have to be grateful for, and reflecting upon who I want to become, helps me rewire my brain and improve my happiness.” –Laura Hertz, CEO of Gifts for Good, an e-commerce site that sells premium gifts for professionals that support charitable causes in 65 countries around the globe
“If you let your work consume you, it will. Pushing away from the laptop and cell phone for a break each day is critical. It’s not always easy when you’re chasing a deadline. Small distractions, however, can have an incredibly refreshing effect. Inject a little daily balance into your life–dinner with the family, an hour of exercise, going to see my child participate in an extracurricular activities or 30 minutes with a book or newspaper.”
“After SmartGurlz aired on Shark Tank, my inbox became inundated with all kinds of opportunities. I have written my two major goals for the company on a Post-it note that is stuck to my monitor. If a request comes in that does not support those, I force myself to down-prioritise them or even say ‘no.’ Keep your focus and move on to more productive tasks. Learn from the experience that you cannot do it all. Once the butter is spread too thin, it is difficult to go back.” –Sharmi Albrechtsen, CEO of SmartGurlz, a line of coding robots for girls “Making lists and setting daily goals helps us stay focused each day. There are so many fires to put out each day when you own your own business and working to stay organized and task oriented helps us stay on track and meet our goals. We also have planning meetings to map out our vision and goals for the next six and 12 months. This helps us focus on the big picture of growing a new business and measure our success and failures over the year.” –Melissa Blue, cofounder of gluten free Meli’s Monster Cookies
“Social media has become a cesspool for the haters and trolls. Don’t let negative people hold you back. Understand that negativity generally comes from unhappy people and those who envy you. Happy successful people don’t tear others down. Surround yourself with ambitious, positive people. It’s too easy to focus on the negative and there’s just no upside to that.” –Lisa Steele, author of Gardening with Chickens and Let’s Hatch Chicks; and founder of the website Fresh Eggs Daily
“My daughter would say my favorite saying is ‘Never give up!’ It sounds trivial, but there are so many times that if I accepted ‘No,’ I would not have moved along the pendulum. It’s a delicate dance of fortitude, polite aggression and compartmentalized fear. Sometimes you just have to hit at it from a different angle. I often conceptualize chipping away at the wall. Different angles, different tools and a little muscle. Rarely you get the answer you want out of the gate and often times through the process you find you need to adjust your approach, but the end goal always the same.” –Jodi Scott, cofounder of Green Goo, formulas created using homeopathic herbal wisdom with natural ingredients to produce food for skin
Check your pride at the door. “Great leaders understand that they are not the best at everything, but rather realizing their greatest asset is deciphering valuable information and how to action it quickly. Business owners have to be able to make tough decisions, but they need good reliable facts. Leaders who listen to their teams come out ahead and complete a better execution vs. leaders who only believe their way is always the right way. –Kim Landi, founder of fashion and accessory brand ModerneChild
“Time away from the digital world is critical for my sanity, productivity and general wellness. Late night walks along the ocean without my phone provides a tranquil way to get exercise, digest the day, plan the next day and enjoy nature.” –Troy Anderson, co founder of Sound Oasis, maker of sound therapy systems and electronic sleep masks which help people relax and sleep
“I find when working with others, when we seem to reach a barrier to getting something done, the barrier is really about their fear of failure, fear of being blamed, fear of accountability, etc. This fear is rooted in their prior experiences with another boss, another colleague, or even a family member. What I’ve learned is that if I tell them ‘I’m in this with you, and if this heads south I’ll accept as much or more responsibility for that than anybody,’ we can get beyond that fear and become extremely productive.” –Stephanie Smith, microbiologist and cofounder of Cyantific Skin Care, which uses a natural and sustainable source of blue-green algae
It is important to keep track of what you want to achieve and stay motivated to do so. To keep your motivation levels up try to: Learn and Acquire Knowledge. Read, study and talk to people – knowledge and information are key for feeding your mind and keeping you curious and motivated. Keep the Company of Enthusiastic People Try to avoid negative people and seek out positive, well-motivated people. It is a lot easier to be motivated if the people around you are. Keep Positive Keep a positive attitude, see problems and set-backs as learning opportunities. Know Your Strengths and Weaknesses Work on your weaknesses and building on your strengths. Do It Try not to procrastinate, get it done, keep working towards your goals. Get Help and Help Others Don’t be afraid to ask other for help and don’t hold back if you can help them. Seeing other people succeed will help to motivate you to do the same.
“Most people use their journal to record events or to vent. But there’s so much more you can do with your journal and get immediate results in your life. Use your journal to write what you want your life to be. For years I’ve kept a journal to chronicle my life, plan for my dreams and strategize my goals. It is one of the important success habits that I do daily. Journaling empowers me to take my ideas and turn them into reality. What’s written is real. Once the words and images hit the paper, you have now crystallized a thought or idea. You can use the power of pen and paper to strategize and create anything you want. Journaling is one of the best methods of self-care therapy. When you’re journaling consistently, you tend to ask questions about life, your direction and your business.” –Dr. Stacia Pierce, author, life coach and founder of Lifecoach2women.com
No agent becomes an overnight success, but with consistency, success oriented activities accumulate momentum and power and lead to success every time. The most successful agents never quit improving. Their passion for improvement is acute, and they commit the time, resources, and energy to constantly enhance their skills and performance. They can motivate themselves to do the activities that must be done. A successful agent shows up daily for work and puts in a full day of work on highly productive actions such as prospecting and lead follow-up. They make themselves do things that they don’t want to do so they can have the things in life that they truly want. Be a “Whatever It Takes” kind of person and you WILL succeed!
Goals are great! They give you a direction, something to focus on. With every goal there are many little goals to achieve the greater goal. For example I want to sale $2000 a week. That is a great goal, but how do you reach this goal. First you can break it down by the day, so in a five day work week we can divide $2000 by 5 and we have $400 a day so our daily goal is $400 a day. So ask yourself, how can I reach $400 a day? By making more phone call, leaving messages, sending emails, Pitching, rebutting, & asking for the sale every call. These steps all increase your chance of closing a deal. Having a “great attitude” and “great energy” is also a huge positive that works in your favor to help you achieve all of you goals. With these tools you are moving out of the “I’m trying statements” into the “I’m doing statements”. So seize the day! Own your success and know there is real power in understanding what your goals are and how to reach them.
FACTS: 65% of companies don’t nurture leads. 48% of all sales people never follow up and The average sales person never makes more than two follow-up calls. 80% of all sales are made between the 5-12 contact. You have a 7x better chance of closing the deal if the follow up is done in the first hour. Follow up done within 5 minutes has a 9x better chance of closing. MIT study showed that follow-up calls made within 60 seconds had a 500% better chance of closing. The company that calls a prospect first has a 248% better chance of closing.
*Take control of your time Time is a terrible thing to waste. Unfortunately, that’s not a statement everyone in sales would actually agree with. In your job, you’re going to meet a lot of people who like to waste time. (Because, let’s face it—some days, wasting time sounds a lot more appealing than making calls). To be successful you want to ensure that your time is spent doing the things that matter most like calling and generating leads for your pipeline. You must take control of how you spend your time. *Procrastinating One of the most effective ways to stay on task is to keep track of the things you want to accomplish each day like number of sales, phone calls, were you are calling, and any other goals you have set for yourself. Instead of procrastinating, tackle your list as soon as your workday begins. Using this approach, you’ll have a big win under your belt early in your day, this will give you confidence for the rest of the day. *Waiting for inspiration to find you The sales reps who sit back and wait for the “right moment” or refuse to get moving until they “get in the zone” are the sales reps who struggle to break into the top 10%. Rather than sit around and wait for inspiration (which rarely strikes out of the blue—you have to go looking for it), the best sales reps have a process in place that requires action, whether or not they’re “feeling it” right then. You should never have to wonder “What should I do next?” take control of your own inspiration and know how you will start your morning? Make sure you’re on the right track? Monitor your own output over the course of the week? If not then you’re likely winging it. And the best sales reps don’t wing it. Instead, they have a work routine they can rely on to start the day productively and end the day knowing they did everything possible to make the day count. Never let distractions steer you off track, take control and be present. *Sending emails You should be sending out lots of emails every day to increase your chances of closing customers. That being said don’t waste a lot of time writing long introduction, use the email templates and trust in your selling ability on the call back. Your time is better spent pitching the next potential customer than writing a story to a customer that has already told you “maybe” and in all likelihood is too busy to spend a lot of time on the email. Calls, lots of calls. The number one way for a front end sales rep to make lots of sales is to make lots of calls. In order for this to happen we have to limit all distraction. You should be able to call any potential customer and ask for any information that you need. We do however offer maps, Access, and many other web sites to glean information from but they should not turn into a reason that your call volume goes down. If you’re not making calls it is very difficult to make sales. So embrace the grind and call, call, call. *Overthinking Thinking about where you stand in a relationship with a customer is a good thing. Thinking about the psychology of how you approach a lead that has gone cold is a good thing. But obsessing over these little details will do nothing but drive you crazy instead attack the call and attack the “No”. Don’t waste too much energy analyzing and thinking about every word, email, intro and demo. A great way to move pass this bad habit is to focus on the things you can do today. Don’t waste time wondering if things could have gone differently; take steps today that will help you get closer to your goal of closing the deal and go for it.
Choose to have a great attitude! Successful people have a great attitude can get out of a bad mood quicker than those who don’t have a great attitude. Your attitude will absolutely affect your sells. Visualize Success – Visualize yourself being successful, visualize yourself closing the deal, and firmly believe you are going to sell someone and you will close the sale. Energy and Enthusiasm – Successful people have a special energy about them and smile a lot. They keep their head up and seem to have an attitude that says nothing can stop them. Resist Negative Tendencies – Stay away from negative tendencies. Successful people with a positive attitude resist becoming part of others negativity. They feel better for it and their attitude stays in check. Be a ‘Whatever It Takes’ Person – It’s easy to not make a second effort, however, successful people look for positive alternatives. Their attitude tells them to ignore the first no and offer a solution- explain the benefit to the customer. Accept Change – Things didn’t go your way? You couldn’t or didn’t get what you want? Adapt, overcome, accept change, and move forward. Be Grateful for What You Have – People with a good attitude are most often void of jealousy. They share, help others, and are genuinely happy for other people’s success. Smile! – Successful individuals with a great attitude SMILE – a lot! So, smile it’s free.
Focus on being positive. Easier said than done. But this one fact has a huge impact on your phone sales ability. Energy, Positive energy to be exact is a major factor to any professional’s sales skill set. To be able to separate yourself and achieve success the good sales rep knows how to project a positive energy while in the process of making a sale call. Weather it is the first call of the day or the last, they approach the call with an attitude that they are going to close the deal. The reality is often there is a “no” at the end of the call. That is just the nature of phone sales. We must be able to except the “no” without letting our attitude or energy be effected and understand the “no” is in fact getting you closer to a “yes”. Get up move around Challenge yourself and stay engaged in your work Set goals that are reachable Have pride in your craft & skill set
If you’re part of a sales team, this scenario is probably familiar to you: You have a bad sales call; the person on the other end of the line is rude and uses you as an emotional punching bag. You hang up—and immediately vent your frustration: “Wow, I can’t believe this guy! Such a Jerk!” Another sales rep turns around and inquires: “What happened?” (The person asking that question is most often the person who is not performing well that day either. When you’re on a roll, you’re focused to stay in the game.) Now you’ve basically got an invitation to keep venting, and that’s exactly what you’ll do: “You know what this guy said? He said bla bla bla! Can you believe this?! So I told him bla bla bla, and then he bla bla bla! Total Jerk!” Other sales rep: “Yeah man, I had a call like this last week, forget these Jerk, bla bla bla.” Now the next sales rep joins the conversation, and soon you’ve transformed a bunch of sales champs into a congregation of complainers. The whole room is filled with negative energy. And for what? Just because your feelings were hurt when a sales call went bad. Congratulations, you’ve successfully brought down your entire team. What should you do instead right after a bad call? What’s a better way to recover from bad sales calls and bounce back? First, step away from the desk. Get up from your chair. Take a minute break. Get a coffee. Go outside, take some fresh air. Get some distance from what just happened, so you can have perspective. When you return to your desk, do something that’s fun. Just take a minute or two and think of why you do this or read some motivational quotes, do something that lifts your spirits and puts you into a positive emotional state. And then get back into the ring. Pick up the phone and dial another number. Close the next deal. Focus on the work in front of you. Don’t put a lid on your emotions There is a time and place to talk about bad feelings. Don’t keep it all inside. You absolutely should have an outlet for the stress bad sales calls causes. But do it in the right setting and at the right time. Have a framework for expressing emotions that leads to a productive outcome, rather than a destructive one. It’s best to have a designated time and place, rather than just impulsively letting it out: When you’re at lunch, at team meetings, have somebody in the sales team whom you regularly share your challenges and successes with—sometimes colleagues can be the best coaches. By creating a structure for this, you avoid carrying the negativity over into other sales calls (or even worse, your personal life). Ask yourself these questions to turn bad sales calls into growth opportunities, these questions direct your thoughts and feelings into a positive and productive direction: How can I deal with people like this better? What could I have said better? How could I have managed the situation differently? How could I have responded to the external and internal challenges better? How can I deal with feeling bad? How can I develop more emotional stability, and have more control? Come up with your own questions too, this isn’t a complete list, and it’s just a starting point. Remember that those jerks are the reason you even have a job. If everybody would be easy, there would be no reason for companies to pay salespeople to bring them business. If you can turn a jerk into a friend, if you can turn no into a yes, if you can turn rejection into affection—that’s when you’re great at sales! Next time when you have a garbage sales call … don’t do the easy thing and use it as a reason to bring the entire team down. Instead, do the hard thing and turn it into an opportunity to become a better (sales) person. And if you need emotional fuel to sell like a champ every day, then there you go!
Not with that attitude! In order to be successful, you have to learn how to have a great attitude and to get out of a bad mood quicker than those who don’t have a great attitude. Visualize you being successful, and firmly believe you are going to sell someone and you will make a sale. Be confident, and keep going!