A “300 Deals-Per-Year” Rep: What I learned

Recently I attended a sales summit which was very beneficial.  I’m excited to present a mini-series with great tips from great sales people.  One such person I met is doing 300-400 deals PER YEAR!  I met many sales people who are doing a ton of deals.  Hopefully some of them are reading or watching this episode.  When someone is doing the job right, let’s find out how.  Maybe there’s something we can copy!

I heard many different strategies and tips as I talked to people at the summit.  However, there were some consistently repeated items from all or most of them.

Treat this as a job, so it will pay you like a business.  Work at least from 9:00 a.m. until 5:00 p.m. every business day.  Even if the first stop was an hour drive, these reps were there by 9:00 a.m.  If you want selling merchant services to pay you like a good-paying job, you have to work it like a job.  I was amazed at the level of self-management and psyching themselves which I saw in these top reps.  Being in the field from 9 to 5 isn’t easy at all.  There are some things you must do if you truly accomplish that.

• Clearly communicate your schedule to the people in your life. The rep who gets 300-400 deals annually told this story.  He had left a job selling (I think) cars.  After he left that job his wife asked, “Can you help me get the kids out the door in the morning for school?”  He did that and helped with some other things, also.  Suddenly the clock said 10:00 a.m.  And he hadn’t gotten into the field yet.  So, he had this conversation with his wife.  “If we want this thing to work and make us money, this has got to be a job.  I have a job which I must work from 9:00 a.m. to 5:00 p.m., just like any other job.”  Get that structure in place with your spouse, your kids, your parents, or anyone with whom you interact often.
• Have strategies to psych yourself up. Here is a story from another rep.  His wife takes an active role in support.  If he’s really struggling in the field, he’ll call her.  On the first call she sympathizes and says, “How many times have you started off with a rough day?  That doesn’t mean the whole day is going to be bad.  You might make a sale right at the end.  You can do it.  You got this.”  He replies, “All right, all right.”  He goes ahead for a couple of hours.  Then he

calls again to tell his wife he’s thinking of coming home.  She takes her cue.  Being nice and fluffy didn’t work.  This time she says, “You’ve got a job to do.  Go to work!  Your family needs you to make money.  Stay in the field and get your job done before you come home.  Suck it up.  You are not a victim.  Make a sale!”   You need somebody to play that role for you.  When you’re getting discouraged, call somebody who will motivate you.

One motivation I use is listening to certain videos on YouTube.  I just love a couple by Tony Robbin.  I listen to some of these audio programs when I’m getting depressed in the field.  I also like Tom Hopkins’ forty-minute audio program.  There are many different motivational ideas.  You must find something to keep you in the field!

Here’s another amazing tip.  The “300-deals-per-year rep” says he might occasionally make two sales before noon.  Now, most sales people would go home and watch Netflix the rest of the day to celebrate making a sale.  But this rep psyches himself by saying, “The most sales I ever made in one day was four.  This is the day I’m going to make five.”  Does he really sell five deals?  Not usually.  But he is pumped, and he might get three.  That is huge!

One last tip:  He says a good chunk of his deals are made on the very last call.  He makes that last call.  I know what he means.  This has happened to me, too.  The feeling is, “I’m done for the day.  I’m exhausted!  All right, I’ll walk into that ONE more business.”  Expectations are very low.  There is no stress at all.  There’s already the feeling of being done for the day.  You walk in with the attitude, “If they want to buy, great.  If they don’t, that’s their problem.”  Your calm demeanor will often clinch that deal.  So, keep going and make that last stop.

I believe we should take these tips to heart, considering they come from someone doing 300 deals a year!  More exciting episodes are coming with valuable information from top sales reps.

Read the previous article here:  http://www.ccsalespro.com/square-becoming-serious-threat/  Square is Becoming a Serious Threat

Read the next article here:  http://www.ccsalespro.com/need-two-leads-per-day/  Why You Need Two Leads Per Day