Today I'm talking about resilience.

We all come up against challenges. We all want to get better at coping with challenges.

You're not going to get any airy-fairy, wishy-washy advice about resilience from me.

Instead, here's my practical, actionable advice for bouncing back and moving forward from setbacks.

1. Recognize that security doesn't come from your paycheck. Security comes from your skills, output, and production.

2. Anticipate and prepare for future challenges.

3. Re-frame the challenge you've come up against. Agree with the challenge, rationalize the challenge, and recognize the opportunity provided by the challenge.

Check out today's content to learn how to implement each of these tips.

Why might a salesperson say that they no longer find sales fulfilling?

I'll tell you:

Because, to them, the thrill of closing deals has become like a drug.

Their entire life revolves around that next dopamine hit.

And when they inevitably find themselves in a dry patch (it happens to everyone), their sense of identity, self-esteem, and personal fulfillment all take a massive hit.

Today I want to help you avoid this miserable predicament.

I want to help you become a resilient and self-assured salesperson with noble and worthwhile motivations.

1. Find a reason for being in sales that is bigger than yourself (hint: who are you being called to help?)

2. Train yourself to find fulfillment in the process, rather than just the outcome (i.e. a closed deal). Enjoy honing the skill: polishing your scripts, perfecting your tone, handling objections, etc.

These tips will help you grow into a salesperson (and person!) of the highest quality.

Today we're doing some troubleshooting.

Here are the four reasons why your calls aren't being answered:

1. You don't know your dial to contact rate.

Reality check: It would be ludicrous to expect all or even most people to answer your call. If your dial to contact rate is between 16% and 25%, you're actually doing ok. So make sure your expectations are realistic.

2. You're not booking enough of your contacts.

To boost your booking rate:

a) Make sure your calls are short and sharp.

b) Don't be too quick to disqualify your contacts. Objections do not mean that they're not qualified.

3. You give up on a lead after only a few contacts.

Be relentless! Don't be afraid to call 2, 3+ time in a day!

Chip away until you get a definite answer: unqualified, follow up in a few weeks/months or booked in for a call (hint: this can take 5-12 calls!)

4. You're just not making enough dials.

You need to knuckle down and make more dials! Simple as that.

Don't miss my in-depth troubleshooting on this issue in today's content!

It goes without saying that confidence on the phone is crucial for success in sales.

But answer me this:

~ Where do you get your confidence?

~ How do you demonstrate to your prospects that you are confident?

For some reason, many of us view confidence as an elusive, almost mythical quality. Either you're blessed with confidence or you aren't.

We've discussed in the past how we all have the capacity to internally generate motivation, momentum, and passion.

Confidence is no different!

Head over to today's content to learn my two straightforward, actionable steps to creating killer confidence in your sales ability.

Here's why you'll never see a 'Monday Motivation' post from me:

So many people say that they can't generate any momentum because they don't feel motivated.

Dude, you've got it backwards!

If you sit around waiting for motivation to descend upon you from the heavens, you'll never get anything done.

Momentum, on the other hand, is something you can generate.

And once you've got a wave of wins and momentum pushing you forward, you'll be hella motivated!

You're energy, passion, and results will soar!

Check out today's content to learn my simple tips for generating momentum (especially on Mondays!)

Salespeople typically fall into one of two categories:

1. Those who jump straight into the call without any process or structure

2. Those who read directly from their script and come across as rigid, monotone, and robotic

In today's content, I'm proposing a vastly more effective third approach. There are two parts:

1. Present yourself as an expert by being fully engaged in the conversation, casually demonstrating your knowledge, and empathizing with your prospect.

2. Understand how your prospect views their own identity, feed this back to them through the call and choose your strategies and approach accordingly.

Follow these steps and avoid becoming yet another cartoonishly cliche salesperson.

Do you know the difference between a valid objection and an invalid objection?

Perhaps you think it all comes down to the prospect.

Perhaps you think that a prospect who says 'I don't give my credit card details over the phone' or 'I don't sign contracts' is just plain silly.

But there's far more to it than that.

Here's are the facts: If you're about to close a deal and your prospect starts to raise nonsense objections, it's because you hadn't sold them in the first place.

You haven't fully convinced the prospect but they don't have any valid objections, so they're just reaching for an excuse not to get started.

In other words: Your leadership wasn't strong enough.

Listen in to today's content where I flesh out BS objections even further.

We've talked in the past about how you can't push prospects to buy through brute force.

Instead, the key to closing deals is to subtly yet powerfully influence prospects through emotional transference.

But the crucial point is this: you can't encourage people to adopt attitudes and behaviors that you don't exemplify yourself!

It's essential that you embody the emotion or action you are trying to impart; otherwise, your prospects will sense that you are inauthentic.

So what do you need to do to become more genuine?

Use these questions as a jumping off point:

- Am I treating myself with the respect I deserve?

- Am I being honest with myself?

- Do I practice what I preach?

Check out today's content where I delve deeply into this nugget of wisdom: If you have no self-respect, how can you possibly influence your prospects to buy?