Unlocking Sales Success: Insights from Expert Conversations

Key Takeaways:

• Overcoming Limiting Beliefs: Addressing preconceptions about salespeople as 'greedy' can significantly enhance sales performance.
• The Power of Follow-Up: Most sales are secured after the fifth follow-up, showcasing the importance of persistence.
• Maximizing Mornings: Scheduling and executing sales calls early in the day can dramatically increase productivity and success rates.

Sales is often perceived as a challenging field laden with obstacles, ranging from external rejection to internal limiting beliefs. Yet, mastering this domain can unlock unprecedented career success and business growth. In a recent engaging conversation between Ursula Mentjes and Trevor Houston on the 'Who Ya Know' show podcast, several pivotal insights emerged that can transform how we view and approach sales.

Overcoming Limiting Beliefs About Sales

One of the most profound discussions in the podcast revolved around the limiting beliefs many have about sales, especially the notion that salespeople are greedy. This perception can be a significant barrier to success, even stopping individuals from picking up the phone. Mentjes points out, "If that's your limiting belief, you're going to stop at some key places in the sales process. One, you might not even pick up the phone."

This belief not only inhibits action but also affects the selling conversation, as people may shy away from asking for the sale, which is critical. "A lot of people don't ask for the money or they get to the end of a sales meeting and they're like, listen, Trevor, if you like this, you want this thing that I'm selling, give me a call," Mentjes elaborates. She stresses the importance of steering away from this belief to avoid killing the potential sale and missing opportunities for client transformation.

The Power of Persistence in Sales

Another significant theme was persistence in follow-ups. Houston shared a relatable story about an overly persistent salesperson who, despite being a nuisance, managed to close the deal. "He did get the job done, but it pissed me off at the same time," Houston comments. Though the salesperson crossed professional boundaries, his persistence highlighted a crucial point.

Mentjes supports the necessity of follow-ups, stressing that most sales are closed after the fifth follow-up. However, the key is to maintain a balance between persistence and annoyance. "Most sales are closed after the fifth follow-up. Statistically, if you haven't followed up five times, you're leaving money on the table," says Mentjes.

For effective follow-up without being excessively pushy, Mentjes recommends being clear and precise in communication. "For example, you could end a voicemail with, 'Trevor, I'll be in the office between two and six today to take your call. I look forward to hearing from you then,'" she explains. This method strikes a balance between being persistent and maintaining professionalism.

Maximizing Productivity with Morning Sales Calls

The morning routine can set the tone for the entire day. Mentjes provided an impactful strategy for kickstarting productivity by linking habits. She suggests coupling morning coffee with making sales calls. "You walk in, you have your cup of coffee. This becomes the signal, the cue, to pick up the phone and make your calls," she advises.

By making sales calls the first task of the day, salespeople can ensure they tackle their most critical activities when energy and focus are at their peak. This approach also helps avoid the trap of getting sucked into emails and other distractions that can derail productivity. "Most people think they're going to do them in the afternoon. They never do them. If anyone tells me they're going to do their sales calls in the afternoon, I'm like, I don't believe you," Mentjes insists.

To make this strategy more effective, it's essential to prepare the night before. Mentjes suggests printing out 25 names with phone numbers to avoid any digital distractions. "You're going to pick up the phone and you're going to make calls. Now, whatever the goal is, maybe, like, for me, it was always two appointments," she shares. This preparation ensures that the first task of the day is both productive and focused.

Incorporating these habits can significantly reduce the workload for the rest of the day and increase the likelihood of securing appointments and closing deals. By prioritizing morning calls, salespeople set themselves up for a successful and productive day.

These discussions between Mentjes and Houston offer valuable insights into overcoming limiting beliefs, the importance of persistence in follow-ups, and the power of a structured morning routine for sales success. By integrating these strategies, sales professionals and business owners can enhance their performance, close more deals, and ultimately achieve greater success in their careers.