If the prospect isn’t a good fit for our product, that’s okay.

If the deal doesn’t work out, there are TONS of other prospects that we can help.

Our time is limited, and we must focus on the prospects that we can help. Politely let them know and move on. Do not waste your time or theirs. We are politely impatient.

This also takes the pressure off from needing to be perfect or being scared to experiment.

We have an abundance mindset not a scarcity mindset.

“Maybe” gives some people hope. It’s easier for them to hear “Maybe” than “No”. We, however, are not those people. We’re not Prisoners of Hope.

If we are getting “maybes”, then we haven’t done our job.

“Maybe” means:

• We didn’t get a “Yes” or a “No”.

• We don’t know if the prospect is qualified or disqualified.

• We didn’t push hard enough.

• We weren’t direct enough.

• We got uncomfortable and let the prospect off the hook.

Embrace the discomfort. Don’t worry about the “No” or be afraid to ask questions. Stay with the prospect until they’ve given you a clear “Yes” or “No”.

You will get more “Yes” responses if you push for a yes/no than you will if you allow a “Maybe” and hope to nurture it into a “Yes” later.

Don’t let the customer leave the lot. 

Avoid analysis paralysis.

While others are planning things to death, salespeople have tried four different ways and learned what works. There’s a password for every door; you just have to listen for it. 

We will try different sales techniques. We will try asking different discovery questions. We will try to listen more. We will try lots of things. 

Our Sales team is a beehive, not an insurance company.

We must be ruthless about how we spend our time. If you are not dialling, talking, on call, texting, or emailing, you should be thinking, “Why not?”.

Maximize the number of sales activities in a day. If there are obstacles standing in your way, we need to break them down.

Seek to reach and speak to hundreds of people every week. 

Head into every customer interaction knowing that we have the solution for them. Know that you and our company are the best.

If you have qualified someone, then they will be our customer. It’s that simple. It’s not a matter of if, it’s a matter of when. And the when is now. Success is inevitable. Why wouldn’t it be?

We have a passion to do good for others, and we believe in our product. We know that our company is the only company that truly solves our customers’ pain and helps them fulfill their goals.

This does not mean we’re arrogant; it means that we’re confident.

“A guy don't walk on the lot lest he wants to buy” - Glengarry Glen Ross 

We know that it's through continuous effort that we hone our sales skills. No matter how good we are at sales, we can and need to be better.

We accept constructive criticism and feedback, and we frequently self-audit.

We are students of sales. We are mavens, and our prospects know that they are interacting with confident experts when they connect with us.

We are unrelenting in our pursuit of greatness. 

We ask questions and seek to understand (even when we’re a little afraid, like Andy)

We own our performance. We don’t make excuses. We know exactly how we performed yesterday, today, this week, last week, this month, and for the quarter. If we outperform, then it is ours to celebrate and we reap the rewards. Then, we push the ball further. If we underperform, it is ours to fix, and we feel the consequences.

There is no hiding in sales. We operate with a tremendous amount of transparency. Everyone knows about our wins and losses. Everyone can listen to our call recordings, watch our Gongs, or read our notes on an account. Everyone can see our stats. The fate of the company rests in our hands. 

The majority of our leads will not convert to closed deals. We’ll get more DQs and hear “No” more than we’ll hear “Yes”. This isn’t just true at our company; it’s true of all Sales teams.

Many leads don’t qualify, we don’t get in contact with them, or they’re not ready. That is okay. Rejecting and being rejected for these reasons is okay.

Always assuming the yes and being unbothered by rejection almost seem like opposite ideas. But they’re not. We head into every customer interaction with the energy and confidence that we’re going to win. We head into every interaction knowing that we have the solution. And when rejection happens, we take the L and move on with the same focus and energy we had before the call.

Negativity is the opposite of passion. It is the silence assassin that kills other people’s motivation.

Rejection doesn’t dull our blade; it sharpens it. 

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