Even though I have a great sales CRM platform available to me, I still like putting a pen to a pad (or planner) on the first day of every month. Writing down my monthly sales goals, including my monthly sales target, my weekly sales target, the times I will schedule the necessary appointments each day, and the ‚Äútop prospects‚ÄĚ of the month.

By defining my sales objectives and creating those weekly and monthly sales targets on the first day of every month, I am setting myself up for a successful month.

On the last podcast of each year, I like to reflect back on the year, and what a year it's been!

Thank you all for your support, and congratulations on your growth.

I am looking forward to continuing to serve you in 2021.

Sales is a systematic process of moving people through a systematic process.

Sales is what you do in a behind-the-scenes process to meet people to place them in a sales process where you build relationships and help them get what they want, with a confident interaction that you as a salesperson control.

When you have these processes in place, you will be able to focus on the customer as a person, the relationship, and what is right for them.

There are two types of salespeople ‚ÄĒ those that hate using a CRM (Customer Relationship Management) System, and those that have learned how to use a CRM to work for them and help to increase their sales significantly.

In this episode I talk about both ‚ÄĒ why some salespeople hate it, and some salespeople love it.

Either way, having a CRM and using it properly is something that has become hard to avoid, so why not learn how to make it work for you?

In today's episode, I share with you the 5 most important things you will need to be successful in sales in 2021, IMO, as well as 2 important questions to ask yourself as you evaluate what you did in 2020 ‚ÄĒ what worked for you and what didn't.

It seems that every day I am reminded about how little prospects and clients actually remember after you meet with them.

I have been taking EXTRA time to be super sure that a customer can look their contract over 2 days later and still understand what they bought from me and why it is important to them.

Listen to this recast with a twist to learn how this one, extra thing helps to reduce cancellations, prevent buyer's remorse and improves customer retention.

Some times this year I have felt like I am starting over in sales, even with 25 years of experience. It has been super frustrating at times, but I keep pushing through.

It's reminded me about what I went through when I first started ‚Äď the struggles and the feeling of overwhelm.

So how can you pick yourself up and continue on? Know that what you choose to do now will directly affect how you are able to live your life next year at this time.

Choose to push forward so that you have the resources and the money to do the things you want when the world opens back up once again!

So, you've gotten the referral. Congratulations!! Now what do you do?

To continue on with last week's episode on How to Ask for a Sales Referral, this week I will share with you the best way to contact a referral (IMO), and what to say to get them to engage with you, including the referral script outline you can use for both calls and emails.

What is the easiest, but most overlooked lead source? ... Referrals.

People that you have served in the past that now want to share you with people they know.

Yet only 11% of salespeople ask for referrals?

If you are not asking for referrals, or don't feel comfortable asking for referrals, listen today to hear ways that you ask for a referral in a conversational way, and significantly increase your sale very quickly.

There is so much coming at us this week, isn't there? It's never-ending and hard to digest

The stress it creates is crazy ... between the outside sources and your Inner Critic.

And no matter how well you are doing, your Inner Critic steps in and creates doubt.

Is it possible to learn to live in peace with your Inner Critic? I think it is, and this episode I share how.

Thanks for listening!