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February 06, 2024

16 Meetings in 5 Days?

How a change in mindset resulted in 16 meetings booked in a week?

5 days after going through my training on the Science of Appointment Setting

This is what one of my clients reported after one week.

57 conversations in five days
16 meetings booked

Call volume up significantly, never made those number of calls in a week before.

One of the biggest problems that companies have is generating new business opportunities…consistently

How do you get salespeople to enjoy the process of making calls everyday and enjoy the process?

One of the keys is changing the way salespeople see the activity and then designing the activity that gently builds confidence and then builds momentum without the anxiety.

From my personal experience of making over 220,000 cold calls, the biggest hurdle is making that first call.
So I devised a plan that made it easy to make that first call.

The rest becomes easy after that.

Understanding the psychology of numbers is crucial and how they are presented to salespeople.
Once done the salespeople actually feel empowered to make the calls because they attach no emotion to the result.

The training is not a rev up session, there’s no pleading or ranting, telling the team to make more calls.

Well the thing is everyone knows that.

The plan is presented in a way that they buy into the process…they own it.

So the real issue is why don’t salespeople do the calls with the right mindset?

When you understand the mindset of salespeople and the psychology of of how numbers need to be presented you can change their perspectives, which leads to heightened motivation to make the calls without the fear of feeling like a failure or anxiety. Doubts and insecurities disappear.

What would an extra 7 meetings every week mean to you?
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October 10, 2023

How Does Anxiety Impact Your Performance?

What impact does anxiety have on your ability to face challenges in sales and life?

Do you go up and down with your emotions like an emotional roller coaster?

Anxiety doesn't discriminate; it can affect anyone. It sneaks into your mind and messes with your self-esteem and confidence.

You can see it affect top performers the only difference is they have mastered their mind so as not to be a hostage to their emotions.

So, let's break it down: Anxiety in sales impacts your identity and boundaries. It creeps in with worries about external losses and shatters your confidence. But here's the kicker—your skills are still intact; it's your mindset that's playing tricks on you.

Well think about it this way, say you have one good month, and the next month is a bit of a downer.

Did your sales skills disappear in one month and come back the next month? Not likely.

The key to overcoming anxiety is to embrace courage rather than fear. Even when you're unsure of the outcome, anxiety can work as a motivator, pushing you to take positive steps.

The ultimate goal? Transform anxiety into unshakeable confidence.

Think about it:
Successful salespeople get this. They know that success is 99% in the mind. Skills? Sure, they're essential, but your mindset is the secret sauce.

Every salesperson, every sales manager, every sales director panics when suddenly sales numbers take a hit. The automatic response “we need to do sales training!”

So, when you think about our sales training, it's not just about learning the ropes; it's about mastering your emotional mindset. It's about having the ability to keep that anxiety in check, no matter the place—whether you're in sales, navigating the business landscape, or simply rocking your personal life.

We have demonstrated countless times a doubling of sales within 4-6 months without any sales training.

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December 15, 2015

WHAT A BLACK CAT TAUGHT ME

I know the title is a bit misleading but stay with me and read the article. I was coming back from a training session, not a sales training session this time but from a tennis training session with my son. I was on court with him getting him ready for a futures tennis event. Usually while walking back from his tennis we often engage in interesting conversations about life, tennis, success and whatever seems to be interesting at that moment. Every time when we walk back, on our way we see a black cat sitting on the footpath. It never seems to be in a hurry to get out of the way and tolerates people who pat it.

We spoke about the cat and how it doesn’t really give a hoot. I reflected on the conversation - all the cat ever does is eat and sleep, and my son said “Well, technically that’s what everyone else does as well”. And I thought to myself, yes that is true! The difference is that the cat doesn’t seem to have a care in the world; it just goes about its business as if nothing really matters in the world. A few years from now, will anyone actually be worried about what you have done today/this week/this month/this year?  Will anyone actually care? Why can’t we learn this lesson from this cat… the lesson is don’t take yourself too seriously, learn to move on, do what you have to do and be done with it without worrying about the effects and the end result.  Life is too short.

We create our own pressures, when in reality there is no need for these. How much better would we be if we learnt to not take ourselves too seriously, just got on with life, did what we have to, make a contribution? How much easier would we achieve our goals if we had the attitude that life is short, enjoy what you do, learn to move on from your mistakes, learn from them and JUST MOVE ON.

Having said that, no emotion is a bad emotion; just the way you let it affect you can be debilitating.  Unless used wisely, anxiety and worry are just wasted emotions.