11 Sales Motivation Ideas to Get You to Make That Next Call


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
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