Sales Zen

Top sellers view client deadlines and accountability as buying signals.  Don't be afraid to give the clients deadlines upfront.  Once they are invested in the partnership they want it to move forward as much as you do. 

Top sellers have enough in their pipeline they are able to move on from chasing a potential client.  Be protective of your time and move on.

Top sellers are willing to put themselves out there.  You don't need to have all the answers but you do need to be uncomfortable to truly unlock your potential.

Active listening and curiosity are critical to success.  Want to be a top rep? Listen without judgement or jumping to conclusions.

Whether you have all the answers or not you need to be confident and act like you've been there before.

Was your first meeting a success and now your client is no where to be found?  Humanize your follow up.

Did you get get a win?  Don't stop, ride the momentum.

Time is the biggest killer of a deal.  If you aren't setting deadlines with your clients, you are likely getting ghosted.

Don't minimize your ability to have flexibility and be yourself.  Being authentic in your sales process is critical to success.

People are jammed with messages from work and their personal life.  To cut through the clutter you need to grab their attention.

If you aren't passionate about your clients and helping them solve their challenges, you are doing it wrong.  Be passionate.

Top sellers not only know their product, they are experts in their industry and their clients business.  Approach sales with a growth mindset and be the expert.

Are your client's missing your key message? You need to assess your communication style.  In sales, less is more.

Top sellers don't apologize for doing their job.  You shouldn't either.

Own your business.  Command Respect... Think and act like a CEO.

The best outcome is a yes.  The next best outcome... getting a no.  And there is no debate.  So push for the no.

Top sellers don't let internal pressure of closing deals impact their approach with clients.  They've learned the art of prioritizing impact over recency. 

Frontrunning objections is critical to being a top sales rep.  But top sellers don't let objections stop them from their sales process.

If you are struggling with the roller coaster that is sales... Remember to find your motivation.

I've never seen a sales rep excited to manage their pipeline. But it's part of the job and top sellers embrace pipeline management to run their business.

Sales has the highest highs and the lowest lows... Top sellers focus on what they can control.

Want to be a top seller and close more deals?  You need to have a goal with each step of the sales process including your presentations.  If you don't know what the goal is of a specific slide, delete and move on.

Don't overcomplicate the process for your buyer.  The more you have to make them think, the less likely you get the deal... Keep it simple.

If you aren't leading with empathy you likely aren't maximizing your opportunities with clients.

No one wants to miss out on what other's have.  Leverage FOMO to close your next deal!