I follow a simple Sales Philosophy- In God I trust and I follow up with everyone else!

Are you afraid to interrupt? If yes, then you can’t be a great prospector. From the book Fanatical Prospecting by Jeb Blount, ” It has never been about the degree of the call; it has always been about the willingness on the part of the salesperson to interrupt.” Sales pros who reach out and interrupt prospects create the most opportunities and make the most money. Just don’t interrupt your wife! I learned this the hard way.

Don’t ever make the mistake of calling your business employees or colleagues family. Family breeds entitlement and complacency.  You are a team and a good manager’s job is to place star performers in the right role. Family members are not asked to leave because of consistent poor performance. This is not the case for team members.

I continue to reference the book Fanatical Prospecting by Jeb Blount. He feels a key ingredient to successful prospecting is How Bad Do You Want It? For me, I get paid for results and if I don’t perform my family is put at risk. This provides the discipline and motivation for me to be successful each day.

“There are two things more powerful than sex and money, praise & recognition.” Mary Kay Ash

I started reading a book called Competing Against Luck by Clayton Christensen. The book goes into depth about trying to understand the jobs we are doing for customers. Here’s an interesting quote, “I went in thinking we were in the business of new home construction. But I realized we were instead in the business of moving lives.” Bob Moesta.

The company restructured its business model to provide moving services and sorting rooms within the home to relieve some of the anxiety of making a move. Sales picked up tremendously by removing some barriers to purchasing a new home.

Based on my life as an independent business person, I do believe that inventing a job is better than getting one.

Reading a book called Have a Good Day by Caroline Webb. One of her points is to keep your mind in Discovery Mode and out of Defensive Mode. Most conversations don’t end well in Defensive Mode. Be mindful and step away from a conversation when you feel threatened. Need to get back to Discovery Mode and ask more questions.

I watched a video from Darren Hardy this morning and he talked about not holding a grudge. Here are some tips to get this done:

#1 Forgiveness is a victory. It releases your emotion.

#2- Empathize, switch places with the other person. Anger to empathy.

#3- Learn. Forgive but don’t forget. Learn from experience.

Hope this helps!

Here is the consistency effect- Small things consistently over time lead to positive/negative big things! The is especially true in sales prospecting. Results might not show up today, but they will tomorrow.