You are listening to the art of sales.
Everyone sells every day, and this is your source for conversational.
Real-world sales and prospecting methods that you are comfortable using and that get results.
You'll help people buy instead of pushing them into being sold.
Here's your host, Art Subject.
As I record and publish this episode, we've turned the corner into September and are headed into the end of the year.
Suffers pretty much over, schools in session, and many sales pros are getting serious again about business,
ending the year strong, and setting up their 2024.
So my question is, are you one of those serious salespeople?
Today isn't about specific sales strategy or messaging tactics.
It's much more important than that.
It's about where your head and your entire identity is right now.
Let's talk about something simple that you might be avoiding that will help you get and stay in action,
build momentum, reach and beat your numbers for the year, and get a huge head start on 2024.
But we're going to start small, doing some little things consistently, and doing them well.
So first, let's think about the prospect that you would love to have as a customer or client,
but you haven't called them yet for whatever reason.
You know the one I'm talking about, or the ones, the big one, that could really make a difference.
So what stopped you from going after them?
Perhaps you're telling yourself you're too busy.
Maybe you're telling yourself you're not ready.
Maybe you're telling yourself the time isn't right.
Maybe you're telling yourself, ah, you're not going to get through.
Maybe you're telling yourself they're going to give you objections because your price is higher or whatever.
Maybe you're just flat out afraid.
Notice all of these are stories or excuses that you're telling yourself.
What is the absolute worst thing that could happen if you just said,
if it's time, I'm going after them now.
Now the worst thing is not any worse than where you are right now.
You don't have their business, right?
So you already have the know, and that's actually worse than finding out for sure
because some amazing things could happen if you take action.
Think about all the possible good things that could happen.
And none of those things even have a chance if you fail because of inaction,
which is the only way you fail, by the way.
Even if you do get a know, you're going to have the self-satisfaction of knowing that you took the action,
that at least you tried that you did not die in the process.
Those things we fear never happen.
If you want to feel badly about anything, think about how you're depriving yourself
of a great possible opportunity because put your own little made up story ahead
of the actual possible tangible result that the real action will provide you.
So it's time to get off the sideline and get into the game.
Bit time. Quit playing small.
You're not average, are you? No, I didn't think so.
So don't behave like it.
And if you don't call new prospects, this also applies to existing accounts.
You're doing them a disservice if you aren't learning about other ways you can help them and their organization.
So the only failure you're ever going to experience is not trying.
So let your possible feelings of regret and saying,
what if be stronger than any know you could ever hear?
There's no greater time for you than right now to take those first steps.
They're going to put you in motion to achieve more than you ever have before.
You are in total control of that.
So let's get going right now.
Okay.
All right. Hey, you know what time it is.
You're at it to be.
I am everywhere.
You'll never feel what they say.
It's the art of the sales squad of the day.
That's why it's time for the quarter of the day.
Today's quote comes from Dale Carnegie.
Ties exactly into what I just talked about.
Dale said in action breeds doubt and fear.
Action breeds confidence and courage.
If you want to conquer fear, do not sit home and think about it.
Go out and get busy.
All right. Hey, if you're getting value from this show,
let somebody else know about it as well.
So they can achieve the things like you are going to or you are right now.
Send them to our show site, theartofsales.com.
Theartofsales.com.
They'll appreciate you and I already do.
Thank you so much for investing your valuable sales time with me today.
Until next time, go out and make it your best sales day ever.
I'm Art Subject.