#Live-Better-Sell-Better

Stress, fear, and lack of confidence is making you a worse salesperson & killing you... literally. With all the info out there on how to close, prospect, and negotiate, no one is focusing on the things that aren't taught. How to build confidence, how to deal with the ups and downs of sales, how to get over the paralyzing fear we've all felt. 

All the sales tips, tricks, and advice in the world won’t matter if you aren’t at your best self, able to recall it, and in the proper mindset to execute. 

That's what LiveBetterSellBetter is here to do. Teach you the science of success from all walks of life, and how it applies to sales. 

I believe in focusing on the "person" in "salesperson" As I've grown as a leader I have a better understanding of what truly drives behavior, motivation, and long term success. If we can make better people, then bette...

"What do you do if the prospect doesn't know they have a problem?"

Let me tell you what you can't do first.

Tell them.

You can't just tell them they have a problem.

Just like an addict, you can't just tell them they need to get help... sound familiar Scott Leese? (No I'm not calling Scott an addict, calm down)

Your goal has to be to make them aware of the IMPACT that the problem is having.

You do this by getting them to ask themselves or their team members they haven't before.

Questions like

"When's the last time you check on ________"

"When's the last time you _________?"

"How are you able to do _________ right now?"

"Do you know how your team is doing __________?"

"If you're doing ___________, then __________ might be happening for you. Is that the case?"

"Here are 4 things to check on with ___________, if all is good, let me know, if not, we sh...

Yesterday I took the SDR org through a guided visualization session to start the day.

Called them all together at 6:45 am

Had them shut their eyes.

Then took them through this process.

First Picture of your favorite place in the world.

Someplace that has a lot of meaning to you a place that makes you feel happy and secure a place that brings you lots of joy.

And visualize it as vividly as you can, really put yourself there

Then picture something that they were incredibly proud of.

Something of that made them feel very good about themselves but also to picture the challenges they had to overcome to achieve it.

It isn’t just about the accomplishment but rather what were the obstacles you overcame in order to achieve that achievement.

Then picture having a perfect day at work. What would that look like. How would you behave?

Then picture somet...

I have been following the 2 Hour Solution for years now.

It allows me to get so much more done and stay slightly sane.

Let me break it down for you.

Every week you block 2 hours off to plan your next week.

Step 1 - Reconnect with your goals. Review them. Visualize them. Remember why you’re doing what you’re doing in the first place.

Also review of last week was effective or not.

Step 2 - Review and schedule commitments. - what are the meeting you know you have or have to do. Review the agendas, make sure the meeting should happen at all.

Step 3 - Schedule excellence time. Things designed to strengthen you, your relationships and health.

Step 4 - Schedule your green time. Aka the activities that make you your money. Calls, follow ups, etc

Step 5 - Schedule red time. These are the things that support your green time. Things like research fal...

How do you know if your reps are getting better?

This is the question that I want you to think about for a second...

Now for those of you that know me, you know that I am a HUGE believer in sales training. I've written about it, I've done webinars, I've presented at conferences like AA-ISP Unite, Rainmaker, Sales Performance, etc.

So I want to share with you the most valuable training tool I've ever used.

The Call Scorecard.

Now before I start I want to give credit where credit is due, I learned about this from Mike Brooks aka Mr InsideSales (such a great name by the way), and I'm sure other people have learned from him too, but I have yet to run into anyone doing it the way we do, or at the level we do.

All things being equal, what is going to have the biggest impact on whether or not a deal comes across the line?

The quality of the phone call/...