Do you find that your motivation to sell
and to just pick up that phone is elusive?
Let's face it, the world of selling is hard.
If it were easy, more people would be doing it?
There's a reason that salespeople
are some of the highest-paid executives
in the business world today,
and that big reason is really just that it's not always easy
to find that motivation.
Most people get really scared to do some of the things
that we need to be doing on a daily basis.
And you know what, that can catch up to all of us.
In this video,
I'm going to show you 11 sales motivation ideas
to get you to make that next call, check it out.
Number one, get clear on why you need to be successful.
Now I have always said that there is no such thing
as a professional goal in sales.
Everything is personal.
Everything comes down to why do you need to
pick up that phone, to close that sale,
to ultimately pay that bill or send your kid to college
or save for a down payment on a house or whatever it is,
everything in sales is personal
and the more you can get clear on the why
you need to be successful,
the more successful you're going to be.
Because it really is just a set of small steps
and every single step needs to make you feel
like you're getting that much closer
to accomplishing whatever it is that you want.
Get super crystal clear.
When I first began selling, I had to make
tons of cold calls at every single day
and I didn't want to do that, so what did I do?
I literally had a vision board
of all of the things that I knew that I wanted in my life.
Whether it was that new house or money for my family
or whatever it is, I knew exactly what it was
so every time I picked up that phone,
every time I set a new meeting,
it was getting me that much closer to my personal why.
Number two, know exactly what you have to sell
in order to achieve your personal goals.
Now notice I didn't use the word quota
or I didn't use some word like a professional goal, right.
What matters is that you need to get exactly specific
on really what you need to sell
in order to achieve your personal goals.
Let me give you an example.
Let's say that in order to really accomplish
your personal goals, you need to make $200,000.
You should, as a salesperson, know exactly
what is going to get you to that earnings of $200,000.
That means factoring in your compensation plan
or if you have your own company,
exactly what you need to sell
in order to personally earn that $200,000.
And then once you know that,
it all becomes about getting to that number.
Everything matters when it comes to getting
to that personal savings or that personal amount of earnings
whether it's, let's say it's $200,000
and so you know that you need to make two million dollars
in sales in order to get to that $200,000.
Know that and live by that number
because that's the only number that matters.
It's not about your quota,
it's not about some number that someone gives you,
it's about you knowing what you need to sell
in order to achieve those personal goals.
And I think as you can see here,
they're starting to be a pattern that emerges
that everything that you're doing is getting you
to that personal goal and make those personal goals
really powerful, really relevant,
not just by that fancy car but you know
what are some things that are really going to drive you
so that way when you're not in the mood
which you're likely to not be in the mood
to pick up that phone,
what's going to give you that kick in the ass
to make that next call, to set that next meeting,
to knock on that next door?
Number three, break down the activities on a daily basis.
I find that so many salespeople
can get really overwhelmed by how much they really need
to be doing in order to actually accomplish their goals.
And so what happens is that people get into this pattern
where they'll put off those sales activities
for a day or two.
So let's say Monday and Tuesday,
they don't really make any calls or they don't really do
any of those key prospecting activities that they need to do
in order to hit their numbers.
So that way by time they're at Wednesday,
they're already behind
and so now they have to do this Herculean effort
in order to really get that much closer
to their sales goals.
So what I challenge you to do is really break down
to a very granular daily basis.
Know exactly how many calls you need to make,
know exactly how many referrals
or introductions you need to ask for.
Know exactly how many meetings you need to set
and how many meetings you have to conduct
in order to hit your goals.
The more you can break things down into a daily basis,
into bite-sized chunks,
the more manageable achieving your personal goals become
and the more likely you are to really feel that motivation
because it's not that there's some
magical feeling of motivation.
Motivated people aren't necessarily on a daily basis
feeling like, "Oh gee, I can't wait to do today.
"I can't wait to make those calls," no.
What they're doing is they're understanding
what they have to do on a daily basis
and then they're just taking action.
They're just following through.
Number four, make your activity the most important objective
of each day.
This is something that so many
salespeople really really miss the boat on
because what they're focused on is making sure that
they're hitting their sales numbers on a weekly basis
or on a monthly basis but really what matters
is your sales activity.
Just think, there really are only a couple of factors
that go into making sure that
you're hitting your sales number, right.
You've got to make sure that you're getting
the number of leads that you need
and the way you get those leads is by generating activity
and then once you have those leads,
you have to make sure that you're doing the right thing
in the sales process to make sure that you actually
are closing those sales effectively.
But let's just control for that.
Let's just pretend that you're doing those right things.
You've watched all of my other videos,
you've you've gone through all of my programs
and you make sure that you're doing the right things
when you actually have someone in front of you,
so now it comes down to well what are you actually doing
on that daily basis to make sure that you're getting
in front of the right number of people.
The most important thing that you can be doing
on a daily basis is ensuring that you are following through
with your activity goals, right.
You know exactly how many calls you have to make
and you do not leave the office
until you've made those calls.
The better you are at holding yourself accountable
to the activities, the more likely you are
to hit your sales numbers.
In fact, it's not about likelihood, right.
It's if you follow through on those activities,
you will hit your sales goals.
And so really all that matters on that daily basis
is doing that activity,
is following through on those steps.
Number five, delegate non sales activity to others.
Now this is really the flip side of the previous idea
which is that what really matters is doing sales activity
and so many salespeople get bogged down
in these non sales activities.
Now I understand that some people's jobs isn't 100% sales
but even so, the more time you can dedicate
to true sales activity,
the more money you're going to be making.
So that means take all of the non sales activity
off of your plate.
Get rid of it, move it away, give it to someone else.
They can take care of it.
What you want to focus on is what's going to make you money
which is sales activity.
And so think about what are those activities
that you're doing during the day
that are not sales related.
Maybe it's operational issues,
maybe it's putting out fires here and there,
maybe it's customer complaints, whatever it is,
the more you can give that to someone else,
the more money you're going to make
and more importantly, the more money
you are going to be worth to your company.
And so you become a complete necessity to any company
if you can focus the majority of your time
on that sales activity.
Get rid of everything else that is not sales related.
Number six, use a selling system that actually works.
Success reinforces motivation.
There is nothing more discouraging that I see
than people who are actually going out and doing things
but because they're not using the right approaches,
all of that effort is really wasted.
This happens in learning any skill.
Let's say you were going to learn guitar, right
and you are self-taught and you just are learning guitar
but you actually have the guitar upside down.
I actually know someone who learned to play a guitar
essentially upside down and the problem was
that it takes so much longer to learn
to play a guitar upside down.
Selling is really not entirely different, right.
If we are learning to sell in a way
that's really not as effective as it could be,
then we're less likely to feel motivated
because we're not having success.
Take a cold call for example
which you may or may not be doing
but cold calls on an average are going to have
between a .5% and a 1.5% likelihood
of actually generating a meeting.
Now that being the case,
if you are ineffective with prospecting calls,
that means you might have to be making 200 cold calls
in order to just generate one meeting
versus if you're actually more effective,
you could be generating a meeting
every 75 or so calls that you're making.
That's a huge difference
and the person who is generating more meetings
from the same amount of activity
is going to feel a lot more motivation
just because they're feeling that success.
The more you're putting yourself in the position
of actually being successful,
the more reinforcing and more motivating that feels.
So make sure that when you're actually selling
that you're using a system that really is working
and I have a million other videos that you can watch
that are going to talk more about this system
but make sure that you're following that system
that really, really works.
Number seven, think of all selling as a sport.
Sales is a sport.
It's not personal.
It's not about getting your feelings hurt,
it's truly a sport.
And the more you can start to think of it that way,
the more successful you'll be.
For example, I just that a salesperson
who recently reached out to me on my forum and said,
"Hey, you know what, I made a prospecting call
"to this prospect, and then what happened
"is they actually blocked my number
"so the next time I called it went straight to voicemail
"and I've noticed that my calls have been just immediately
"getting redirected to voicemail."
In fact he was so curious that he actually called
from his cell phone just to test
and he determined that yes, he was in fact,
blocked by that prospect.
And the salesperson was really upset about this.
He was deeply hurt by the fact that someone
would actually block his call.
And he said how am I supposed to deal with this?
And I said, the first thing you need to do is make sure
that you don't take any of this stuff personal.
It is a sport just like anything else
whether it's football or tennis or golf, right.
When you have a setback, you don't get mad
or throw your club and get really upset
although I know there are some people who do that.
I actually have a friend who throws his clubs
every time he makes a bad shot.
He's taking it personally as opposed to just thinking of it
as the sport that it actually is.
And the more comfortable we get really seeing sales
as a sport, the less likely we are to take
those little setbacks as personal.
The more likely we are to reframe a bad rejection
as you know what, hey, that one didn't work out,
I'm gonna move on to the next
because you know what, it's just a sport.
It doesn't matter.
Number eight, celebrate even your small successes.
If you're watching this video
and you're really feeling down.
You're feeling like you know what,
I'm just not sure if I'm going to make it.
You know we've all been there
and one thing that I find is that sometimes when we get
to the the bottom of the curve of motivation,
when we're really feeling demotivated
and we're just not feeling it anymore,
we start to even those little successes
to start to overlook those and focus more on
what's not working and what I challenge you to do
is again, reframe what a success really means.
I want you to start to recognize even a small success
like a meeting scheduled or even just getting a call through
for the next minute, right.
If you can keep a prospect on for a minute on the phone,
that means that you are much more likely
to ultimately get that meeting.
So let's just say that you get five prospects
to stay on the phone for a minute,
chances are out of those five prospects,
one of them is going to turn into a meeting.
So even just the act of getting a prospect to stay
on the phone with you for over a minute is a success.
Celebrate those small successes
and I don't mean celebrate by going
and taking the whole family out to a steak house
but I mean just give yourself the credit.
You know what, hey, that went well
or if a prospect responds to an email, that went well.
Celebrate that success in your head.
Of course don't then say oh, okay, well
I'm gonna take the day off, no.
Recognize that it's a small success and then move on
and feel that momentum as a result of that little success.
Number nine, examine your setbacks.
Now this can be taken the wrong way
just the same way the previous idea
can also be taken the wrong way.
We've got to remember that just because we have a setback,
it's not something to be upset about.
Instead what we want to do is we want to learn
from those setbacks.
Some people might call it a failure,
I genuinely do not believe that you can fail in sales.
The only way you fail in sales is if you quit, right.
If you decide you know what I'm going into operations,
and I'm gonna make half as much money
as I know that I can make in sales, then you have failed
but until you do that, you have not failed.
You're only experiencing setbacks
and anytime you have a setback, it's a learning opportunity.
It's an opportunity to really analyze what happened,
why did that prospect respond in such a negative way
or why did that say that seemed like it was on track
suddenly fall off track.
Now we don't want to necessarily over examine
what went wrong or what went right,
but the more we're using a system,
the more likely we are to really be able
to effectively examine those individual setbacks.
Right, you may get to a sale and then suddenly you determine
that, you know what, I really wasn't talking
to the right decision maker.
Now you understand the next time you're in that situation,
you're gonna be really tough on the decision making process
and you really want to understand,
or maybe you have to dig into budget more,
whatever it is, examine those setbacks
and don't think of them as how do I necessarily
get this sale back on track
although you can do that as well
but it's also how can I take away something
that I can then use into my next situation.
Examine those setbacks.
Take lessons from whatever it is
that you've gotten out of it
and then apply it moving forward.
Number 10, focus on small steps consistently.
You know this is really true of success in any level
whether it's a kid getting through school
or an adult just working on developing
their own career or sales.
We tend to really think
in terms of big chunks, right.
Take the example of a kid wanting to get into college.
Buy time they're a junior in high school,
the battle has basically already been won or lost.
It's already been determined.
Really what matters in terms of getting into a let's say
an elite college is what were they doing along the way
in sixth, seventh, eighth, ninth, 10th grade
that then put them in place to effectively get
into whatever school it is they want
and it's those small baby steps, right.
It's did they finish their homework,
did they put in that extra effort on that assignment.
It's little steps in aggregate that lead
to ultimately success and that's the same thing in sales.
Right, when it comes to selling, it's those little steps.
It's did you make your 40 calls each day, right?
And so what we need to think about is
did you make those 40 calls today,
not, did you make your 1600 calls this past month,
it's did you make your 40 calls today
or did you set your 8 meetings this week, right.
If you're not sending your 8 meetings,
then you're not going to be successful in the long run.
We need to focus on the small steps so that means today,
I need to ensure that I'm setting 2 meetings
as a result of the efforts that I'm putting in.
The more you can break things down
into small tiny bite-size chunks,
the more likely you're going to be successful
in the long run because any success
is just a combination of small baby steps put together
and then an aggregate,
it turns into something really powerful.
Number 11, take risks and scrape your knees.
So many salespeople are so afraid of making mistakes
when they're in selling situations.
And of course if you're a newbie,
that's unequivocally going to happen
but the more you can start to recognize that you know what,
if you mess up an opportunity, it's not a big deal,
the more likely you are to be successful.
I want to see you taking more risk.
I want to see you falling on your face.
I want to see you piss off that prospect.
I want to see you do things because you took
calculated risks that are going to turn into something.
And that doesn't mean that just because a prospect
doesn't respond the way you want
and you get angry and huffy.
No, no, no, what I mean is,
let's say a prospect is behaving in a way
that really doesn't make sense,
be willing to take a risk and say you know what George,
based on what you're telling me,
I'm getting the sense that this isn't a fit.
Is that fair?
And let them see like, "Whoa, I didn't expect that."
Right, that's a risk because it's within the system,
it's calculated and it's likely to actually generate
a really effective response on the part of the prospect.
Be willing to take those risks
and you know what, yeah you are gonna scrape knees.
I remember some of the early risks that I took
when I really started selling with a system
with an effective approach
and I got kicked out of people's offices.
I got yelled at on the phone but you know what,
I also made sales and so,
no, do we want to be making every single person
we get in front of angry, no, of course not
but what we do want to do is take these consistent
calculated risks that are going to ultimately pay off
and by the way, you're never going to understand
what's the edge, well how far can I go?
You'll never know how far you can go
until you take those risks.
So be willing to take those risks yeah,
you're gonna scrape a couple knees, whatever.
So there are 11 sales motivation ideas
to get you to make that next call.
I want to hear from you, which of these ideas
do you find most useful?
Be sure to share below in the comment section
to get involved in the conversation.
And if you enjoyed this video,
then I have an awesome free ebook on twenty five tips
to crush your sales goal.
Just click the image right here to get it instantly.
Seriously, just click right here.
Also if you've got some value,
please like this video on YouTube
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just like this one each week.
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