Fall down 7 times; get up 8

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Hey folks - Happy Friday!

If you've noticed, we like to rotate the main section of the newsletter with:

• Whiteboard Breakdowns w/ Armand: Unpacking a sales concept with actionable takeaways (Eg: How to Multithread Playbook)
• Energy Drinks w/ Nick: Mindset topics that set you up to crush your day (Eg: Two Things You Can Control)
• Club Fundamentals: Featuring a club member teaching actionable sales tips (Eg: How To Deliver Demos That Don't Suck by Jason Bay)

To make sure we're writing the right content for y'all - which one is your favorite?

Be brutally honest and reply here

The TLDR for the impatient ones:

?? Energy Drinks w/ Nick: Fall down 7 times; get up 8

?? Tactic TV: (11/09) Teardown That Tape (ft. Clari Copilot)

???One Thing You Can Steal: Josh Braun's Objection Flashcards

For everyone who has a bit more time, let's get into tactic time.

Fall down 7 times; get up 8

Show me a salesperson who doesn’t make mistakes and I’ll show you someone who isn’t going to make it.

If you’re moving at any appreciable pace and working a full pipeline, small (but fixable) mistakes are going to happen. Consider the following:

• You accidentally call on someone else's territory & your colleague is slightly annoyed. Give it 3 minutes and they'll get over it.
• You send a sales email to a prospect who already replied “unsubscribe”. Genuinely apologize and move on.
• You botch a discovery call with a promising prospect. Make another 30 dials and you'll find another opportunity.

In contrast, bottom-tier sellers allow mistakes to paralyze them. They become terrified of making future mistakes and will slow their pace down to avoid any & all “unforced errors”.

"Unforced errors" are not a big deal IF you choose to get right back up and keep swinging. Failure is only temporary IF you choose to take action to make things right.

What makes a great salesperson isn’t the lack of mistakes, but rather the resolve to keep getting up. The true enemy in sales isn't messing up, it's stagnation.

If everything is going perfectly and you're making ZERO mistakes, ask yourself...

Are you even pushing the envelope enough?

(11/09) Teardown That Tape (ft. Clari Copilot)

Featuring: Jen Allen, John Barrows, & Charles Muhlbauer

You can't learn how to do great discovery by reading a blog - you need to see it happen.

What better way than to watch Jen Allen, John Barrows, and Charles Muhlbauer break down a disco tape - live?

Join us as we review what this sales?rep does right and wrong (and how to fix it).

Register Now

Josh Braun's?Tongue-Tied Objection Flashcards

A common area for reps to make "unforced errors" is mishandling objections and losing crucial deals because of it. The only way to avoid stumbling & stuttering through curveball objections is,?you guessed it, practice!

With these Objection Handling Flashcards, you'll be able to:

• Transform objections into opportunities
• Forge authentic relationships with prospects
• Uncover true concerns and needs

Here's a sneak peek below:

Well, what are you waiting for? Grab the flashcards now:

Download The Flashcards

Psst: Don't tell anyone, but the toolkit has like... 3000 other things you can steal here.

If you made it this far,?it'd warm Nick's heart if you'd forward this newsletter?to?someone who might enjoy a solid tactic or two.

If they like what they see, they can?sub right here.

Cheers folks.

-AF