How do I withstand the setbacks and drudgery of sales?

If you sell for a living, each day you will…

Interrupt prospects who are seldom pleased to take your call.

Watch meeting cancellations flash across your screen in the blink of an eye.

Terminate new business opportunities that would have gotten you to quota.

Grind it out until evening without a single deal closing.

Withstand the setbacks, the failures, the days of drudgery…

And the hard work that are always a part of any CREATIVE profession.

Here's how NOT to fail in sales

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P.S: Whenever you’re ready, here are 3 ways I can help boost your sales very quickly…

1. Be a guest on the “Stoic Sales Minds” Podcast

This is where we get on a 30 minute ‘recorded’ call to talk about you, your company, and your value proposition. It’s a great way to position yourself as the expert in your industry. To be a guest on the show connect with me on LinkedIn.

2. Join the Stoic Selling Masterclass

My favourite thing to do is empower sales reps to get new clients for life. This is done by helping them apply the 7 stoic selling mindsets to their businesses. Enterprise businesses, Mid-Market businesses, SMBs –  Click Here.

3. Hire a Stoic Sales Rep for your business

If your business is scaling and you’re ready to hire a sales rep, but WON’T settle for a dabbler, an unrealistic optimist, or an empty suit… then let’s connect. 

How do I get out of my sales slump?

If you study salesmanship you will avoid all boredom with your job.

You will not long for weekends because you are sick of weekdays.

You will be neither a burden to your team, nor expendable to management.

You will cause colleagues to admire you, clients to refer you, and sales leaders to promote you.

And the finest companies will seek you out.

Worth the investment?

Then do this:

1. Read 1 book per month on selling. Start with Sales Management Simplified. So you and your manager are aligned.

2. Find a mentor earning 3-10x your income. Just ask. They’ll be flattered. The worst you’ll hear is “no.” If “yes,” take them to lunch quarterly. Everyone must eat.

3. Read these blog posts weekly. My answers are tactful, practical, and psychological. https://stoicsalesminds.com/qa/

You can learn anything. Why don’t you?

study salesmanship

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P.S: Whenever you’re ready, here are 3 ways I can help boost your sales very quickly…

1. Be a guest on the “Stoic Sales Minds” Podcast

This is where we get on a 30 minute ‘recorded’ call to talk about you, your company, and your value proposition. It’s a great way to position yourself as the expert in your industry. To be a guest on the show connect with me on LinkedIn.

2. Join the Stoic Selling Masterclass

My favourite thing to do is empower sales reps to get new clients for life. This is done by helping them apply the 7 stoic selling mindsets to their businesses. Enterprise businesses, Mid-Market businesses, SMBs –  Click Here.

3. Hire a Stoic Sales Rep for your business

If your business is scaling and you’re ready to hire a sales rep, but WON’T settle for a dabbler, an unrealistic optimist, or an empty suit… then let’s connect. 

How can I apply Ocham’s razor to B2B selling?

Here’s how to apply Ocham’s razor rule to sales…

Ocham’s razor rule states…

The simplest answer, or the one which requires the fewest assumptions – is usually the correct one.

For instance:

I didn’t hit my sales target last quarter.

Of possible explanations:

a) I didn’t create enough opportunities in my pipeline.

or

b) The economy is bad and people just aren’t buying these days.

“a” is more likely because it requires the least speculation

Ocham’s razor rule – Cut through B.S sales assumptions like a razor.

P.S. Whenever you’re ready… here’s how I can help you hire stoic sales reps so your business grows.

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How can I stay positive while doing unpleasant sales tasks?

Even though I’m not in love with the idea of selling for a living, I still try to do my job well.

This is because there’s a huge difference between going through the motions in sales and performing really well.

And I’m not just talking about money.

Here’s what I mean…

If I have to call on 50 prospects a day, I make sure I’m the best I can be at it.

If I have dive into ugly customer service issues, I make sure I’m the best I can be at it.

If I have to record sales activities into the CRM, I make sure I’m the best I can be at it.

Not because I love doing these things, or think I’m the best at them. Far from it!

It’s because…

When I know I’m doing the tough stuff well… I get into a rhythm that’s very therapeutic…

And this makes me far happier doing it.

Best of all…

I do this, while hatching a plan to move on to something else more fulfilling.

Doing the tough stuff in sales means staying positive

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P.S: Whenever you’re ready, here are 3 ways I can help boost your sales very quickly…

1. Be a guest on the “Stoic Sales Minds” Podcast

This is where we get on a 30 minute ‘recorded’ call to talk about you, your company, and your value proposition. It’s a great way to position yourself as the expert in your industry. To be a guest on the show connect with me on LinkedIn.

2. Join the Stoic Selling Masterclass

My favourite thing to do is empower sales reps to get new clients for life. This is done by helping them apply the 7 stoic selling mindsets to their businesses. Enterprise businesses, Mid-Market businesses, SMBs –  Click Here.

3. Hire a Stoic Sales Rep for your business

If your business is scaling and you’re ready to hire a sales rep, but WON’T settle for a dabbler, an unrealistic optimist, or an empty suit… then let’s connect. 

Why is expectation the greatest impediment to to selling?

As a sales rep, I have total control over where and how I make my offers.

But ridiculously less control over when they’re accepted.

Expectation is the greatest impediment to selling.

That’s why I never get “giddy” about any given deal.

I just keep my nose down and build pipe.

View original question on quora

P.S. Whenever you’re ready… here’s how I can help you hire stoic sales reps so your business grows.

How do I keep motivated to prospect?

When I wake up in the morning I tell myself:

The strangers I call on today will ignore me, challenge me, or tell me to take them off my list.

When I plan for the worst, any opportunities that incubate are a pleasant surprise.

The fullest sales pipelines are built by stoic plodding.

The leakiest ones are inflated by fake optimism.

Best way to motivate myself to sell

View original question on quora

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P.S: Whenever you’re ready, here are 3 ways I can help boost your sales very quickly…

1. Be a guest on the “Stoic Sales Minds” Podcast

This is where we get on a 30 minute ‘recorded’ call to talk about you, your company, and your value proposition. It’s a great way to position yourself as the expert in your industry. To be a guest on the show connect with me on LinkedIn.

2. Join the Stoic Selling Masterclass

My favourite thing to do is empower sales reps to get new clients for life. This is done by helping them apply the 7 stoic selling mindsets to their businesses. Enterprise businesses, Mid-Market businesses, SMBs –  Click Here.

3. Hire a Stoic Sales Rep for your business

If your business is scaling and you’re ready to hire a sales rep, but WON’T settle for a dabbler, an unrealistic optimist, or an empty suit… then let’s connect. 

How do I bounce back from a bad sales call?

There’s no such thing as as a “good” or “bad” sales call.

Those are just labels “us” sales reps put on our results.

What matters is we keep shamelessly reaching out.

Because no matter what we say, or how eloquently we say it…

Prospects are human.

And we’re going to piss off a few along the way.

Dan Kennedy once said, “If you haven’t pissed someone off by noon you won’t make money”.

I think what he means is…

Put yourself out there.

Stand for something.

Speak in absolutes.

Be authentic and you’ll prosper.

Now…

Whenever a prospect doesn’t like my outreach and lashes out (for whatever reason)…

I try not to get down about it.

I apply the 5 second rule.

Then shrug it off and move on.

If I still can’t shake it…

I take Tony Robbin’s advice and change my state.

I go for a 10 minute walk, watch a music video, or go grab a coffee.

Because life’s to short for self-induced suffering.

Especially in the game of sales.

Rebounding from tough sales calls

View original question on quora

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P.S: Whenever you’re ready, here are 3 ways I can help boost your sales very quickly…

1. Be a guest on the “Stoic Sales Minds” Podcast

This is where we get on a 30 minute ‘recorded’ call to talk about you, your company, and your value proposition. It’s a great way to position yourself as the expert in your industry. To be a guest on the show connect with me on LinkedIn.

2. Join the Stoic Selling Masterclass

My favourite thing to do is empower sales reps to get new clients for life. This is done by helping them apply the 7 stoic selling mindsets to their businesses. Enterprise businesses, Mid-Market businesses, SMBs –  Click Here.

3. Hire a Stoic Sales Rep for your business

If your business is scaling and you’re ready to hire a sales rep, but WON’T settle for a dabbler, an unrealistic optimist, or an empty suit… then let’s connect. 

How do I turn off my sales job when I’m with the kids?

For me, it’s easier to go into work mode than force myself to play lego with my son, or sit by him while he’s reading a Dr. Seuss book.

As a salesperson I’m overstimulated and it’s go, go, go… all the time.

But to be a good dad, I have to learn to chill out and slow down at home.

My son deserves the attention, not my device.

It’s not easy, but I’m working on it.

P.S. Whenever you’re ready… here’s how I can help you hire stoic sales reps, so your business can scale.

What’s a pitch day?

We’re all very hypocritical, aren’t we?

We despise sales reps who call us at home to pitch us stuff.

We despise sales reps who interrupt our workday.

Yet we ALL want our “own” sales teams to GO OUT and SELL. Make 50 cold calls a day. Don’t take no for an answer. Never give up! Celebrate if you close. Ring the bell!

What if we created “pitch days?”

1 day once per week where us “decision makers” allocated 15 minutes in our biz calendars for 5 sales reps to fill up ..

Just 15 minutes…

On pitch days we gave each sales rep 3 minutes to share their solution to problem they perceive us having.

Just high level stuff to create awareness, no discovery yet. Kind of like a Dragon’s Den or Shark Tank for the B2B world…

A decision maker would block off 3 minutes in their calendar for 5 sales reps each Friday to listen to what they’ve got.

Ideas that resonate get call backs.

Ideas that don’t won’t.

After all…

We’re all selling something, aren’t we?

And we’ve all got business problems to solve…

Couldn’t we just give 3 minutes to a sales rep in a structured, uninterrupted format who might help us fix them?