October 26, 2023 • 15 mins
Strap in as I, Mike O'Kelly, take you on an exhilarating ride through my journey of surviving outside sales and mastering the Q4 sales period. Picture Q4 as the Super Bowl of sales - the stakes are high and the tension thicker. Drawing from my experience of setting up a brick and mortar business, I know the sweat and toil that's involved. But the real question is - are you equipped to seize the opportunity when your customers are ready to spend this Q4? Let's dive into the strategies that can help you leverage your resources and time to maximize this potential gold mine of a quarter.
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Connect with Mike:
Website: Mike O'Kelly
Mike@survivingoutsidesales.com
LinkedIn: Mike O'Kelly | LinkedIn
IG: Mike O'Kelly - Sales Builder
______________________________________________________________________
If you are in outside sales and have had any of the following:
- New to Outside Sales
- New to an industry, new product, new territory - any type of change
- Experienced, but have lacked training and business development
- Seasoned but feel like you have hit your ceiling and need a reboot
If any of those descriptions sound like you or someone you know,
If you want to have a conversation about:
- Scheduling a strategy call for your next move
- Help building your business or territory
Reach out to me:
Schedule a FREE consultation
or https://www.linkedin.com/in/mike-o-kelly-44ba352b/
mike@survivingoutsidesales.com
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:01):
The Surviving Outside Sales podcast, hosted by
Michael Kelly, presented bySales Builder Academy.
The goal is to survive andthrive all phases of outside
sales, whether you're getting in, dominating or getting out.
Surviving Outside Sales.
Now on with the show.
Welcome to the SurvivingOutside Sales podcast.
(00:30):
I'm your host, mike O'Kelly.
It has been a minute since I'verecorded a podcast episode and,
as I mentioned last time on thelast episode, that I was burning
the candle to both ends andsometimes you have to do that in
the sales world, in thebusiness world, you have to do
what it takes and you have to goall in and go after what you
(00:55):
want to do.
You have to clear out the noise, you have to get rid of your
distractions.
You have to clear the deck ofsome things that are not revenue
generating, which I had severalof them.
They were fun projects but theywere not revenue generating
projects.
But I still wanted to hop onhere and give you some of my
(01:17):
thoughts on a lot of things, butalso really discuss Q4.
We're coming to the end ofOctober.
Q4 is almost 33% done.
Going back, I think a year agoI started talking about what Q4
really represents is kind of theplayoffs of sales.
The playoffs of sales is theplayoffs of business, and it
(01:39):
doesn't matter what type ofsales, what type of business you
are in, it is the playoffs,okay.
So think of this as kind oflike the divisional round, and
then next month, november, isgoing to be the championship
round, and then you've got yourSuper Bowl, you've got your
World Series, you've got yourchampionship game in December.
But a lot of what you do todayis going to dictate how you
(02:01):
succeed in December.
And it's really interesting.
The last several weeks I've beenburning the candle at both ends
, trying to get the restorehyper wellness franchise off the
ground and running, and thereis a million things to do.
It's a brick and mortar store.
We're going to have wellnessservices.
I've got several employees thatI'm hiring.
(02:23):
There's training, there is alot of preparation.
We're in pre sales right now,which is really exciting.
It's really exciting.
It's also very stressful.
I'm not getting a chance to doas much pre selling as I thought
I was going to do, because I'mworking on the operation side
and there's so much to do.
I think at some point not inthe near future At some point
I'm probably going to help otherpeople get into the franchising
(02:46):
world, or if you want to open abrick and mortar building, I
can tell you exactly how to doit.
I'm going through it right now.
I've done a lot and it has beenvery trying physically,
mentally and emotionally.
There has just been a milliontasks to do and of course that's
a joke, you know it's aeuphemism.
A million things to do, butit's a lot.
Every day my to do list getslonger and I get six to seven
(03:11):
things done a day and 10 thingswere added to my to do list,
kind of like being in sales.
We'll tell you this I used tothink I was really busy.
If you are an outside sales, Iused to do that job.
There is a level of busy as thebusiness owner that you may or
may not be able to comprehend.
So whenever you say I am busy,just realize there are other
(03:34):
people that are getting it doneand they're much busier than you
.
They're being much moreefficient with their time and
they're leveraging everythingthat they have at their disposal
, all the tools they have attheir disposal to get at the job
done.
You need to do the same.
You need to do the same.
You need to be able to leverageyour time and leverage your
resources that you have into thebest Q4 you can possibly have.
(04:00):
I know you can do it.
If you've been a listener tothis show, if you've reached out
to me or you've been one of mycoaching students in the past, I
know you can do it.
I know you have the ability.
That ability doesn't leave youduring certain times of the year
.
You've prepared.
Remember, you're always goingto rise to your level of
preparedness.
So if you prepared for a toughenvironment in Q4, you're going
(04:24):
to succeed.
If you haven't prepared, if youdon't know your stuff, if you
don't have a game plan andyou're just shooting from the
hip, you may get lucky.
You may back in to a couple ofsales, but you're not going to
be as successful as you want tobe.
You've got to plan, you've gotto prepare, then you've got to
execute.
It is that simple.
(04:45):
Remember your prospects.
Want to spend money.
This is the time of year wherepeople want to spend money.
I don't know if it's just theend of the year it's end of the
fiscal year people have budgetsor if it's just a simple fact of
people are going to be spendinga lot of money on Thanksgiving
(05:06):
not as much, but they're goingto be spending money.
On Thanksgiving.
You've got to buy all the food.
People are going to be comingin, people are going to be
traveling, so people are used tospending money.
And then the fall, I believe,tends to be a lot of money being
spent on sporting events.
You've got concerts.
It's a big, big wedding season,especially in North Carolina.
(05:27):
Not many people get married inJuly and August Really hot.
I don't know about other partsof the country, other parts of
the world.
July and August it's really hot.
New Orleans started getting alot of wedding invitations.
It's for October, november, notreally December, but it's kind
of like March, april, may andthen September or October and
(05:48):
November.
Those are kind of the weddingseason.
So people are used to spendingmoney.
Well, those same people arerunning businesses.
Right now I'm going through.
My credit card is getting somuch whoop just hit the mic.
My credit card is getting somuch use.
I'm afraid that the credit cardstripe on the back is going to
(06:08):
wear out.
It is just.
It's making my head spin when Igo back and look at the
business credit card statementand I see all the things that
are on there and I think tomyself.
Oh my gosh, I have to do theliteral thing that I hate to do
the most, which is expensereports.
I've always hated to do them.
I know some of you feel me outthere who are listening right
now have to do expense reports.
(06:29):
I hated doing expense reports.
I hated it.
I really did With a passion.
I hated doing it.
I don't know why.
I just really hated doingexpense reports on the kind of
pairing and the ranking ofthings that I disliked doing.
I disliked doing paperwork ofany type.
I think inventory was probably.
(06:52):
I would rather do inventoryabove an expense report.
I'd rather put call notes intoa CRM above expense report.
I would rather do that.
That's how little I like doingexpense reports.
Of course, now, as a businessowner, I have my credit card
just flying around left andright.
In fact, I've got two businesscredit cards just flying around
left and right making purchases.
(07:12):
Here's my point.
The point is, business ownersare spending a ton of cash this
time of year.
They're already in a habitSales in motion tend to stay in
motion.
Right now I'm in buying season.
You're going to catch me a loteasier to buy something for your
(07:35):
company.
What have you?
If I'm in buying mode.
If I'm not in major buying modeand let's say it's April it
might be a tougher sale.
I think that's one of thereasons why in Q4, obviously
there's government incentives.
If you're in the medical salesworld that's where I came from
You've got the 179 tax credit.
A lot of doctors, a lot ofoffices, a lot of companies will
(07:58):
take advantage of the 179 taxcredit.
Again, if you don't know whatthat is, you got to look it up.
You got to ask your buyers ifthey are taking advantage of
that.
They're fully taking advantageof that.
It is a massive, massive helpto businesses.
You got to find out budget.
You got to find out a lot ofthings, but right now they're
(08:19):
going to spend money.
You want to be the thing thatthey spend the money on.
It's the World Series Q4.
Shoot.
By the time some of you hearthis, there might only be six
weeks left.
What I mean by that is the lastepisode was over three and a
(08:39):
half weeks ago, the last newepisode of the Surviving Outside
Sales podcast.
There were still 600 to 700downloads a week, not even
releasing any new episodes.
Some of you might be listeningto this for the first time in
mid-Devember or even afterThanksgiving, you have even less
(09:01):
time.
But, no matter what, do notworry about time that's already
gone.
You have to look through thefront windshield and not the
rear view mirror.
People that I've coached,people that I've talked to in
the sales world, they like tolook in the rear view mirror.
(09:21):
The rear view mirror is just toanalyze.
It's not to dwell, it's not tofocus on.
It is to analyze.
That's it.
You look in the back.
You look in the rear viewmirror to analyze your
performance, what you did, howprepared you in your process.
Everything should be throughthe front windshield.
You should be moving forward.
(09:42):
You should be moving forward,going after what you want.
Everybody has a level ofsuccess that's available to them
.
You just have to go out thereand earn it.
It's there.
You have to earn it.
It's not going to be handed toyou.
You have to earn it.
That is really the differencebetween those that perform and
(10:08):
those that don't.
Are you willing to put in thework, are you willing to go
after what you want?
Are you willing to invest inyourself and do what you have to
do?
That is how you're going to getsuccess in Q4.
(10:28):
It's not about spewing featuresand benefits.
When I was working with one ofmy clients, I randomly came
across something from my cameraroll from a couple of years ago,
(10:49):
when I was still in the field.
It was my 50 focus, my focus 50.
50 accounts in three tiers, 50accounts that I was going to
focus on, my focus 50.
I suggest right now, if youhaven't created that focus 50
(11:14):
list, you do it right now.
You should not be calling onevery single person that you
know or you can possibly call onin Q4.
You have to have a strategicplan on who you're going after.
That focus 50 will allow you toclear the noise, clear the
(11:34):
distraction, be as efficient aspossible and focus on the people
you believe are going to closethis quarter.
That's great.
If you're trying to prospectfor Q1.
Yes, you've got to make salesin Q1, but your focus should be
closing at the end of the yearwhen people are going to be
buying.
(11:55):
I want you to think of thisanalogy about fishing.
You wouldn't go into a pond andtry to cast a bunch of reels,
or cast your reel a bunch oftimes in the water if the fish
weren't biting.
If you look over and you seeanother boat that's 100 yards
away and it looks like the fishare biting over there.
You're going to go join them.
That area where the fish isbiting, you're in there right
(12:18):
now.
You're there.
You don't need to search, youdon't need to analyze, you are
there.
It's Q4.
They are biting.
You need to find the peoplethey're going to buy from you.
You need to focus on them,prioritize them and have a
reason.
Don't just say, well, mycompany said this, analyze why.
(12:44):
How can you solve a problemthat they have right now?
How can you create an offerthat is so good they would feel
stupid or foolish not to takeyou up on it.
That is what you should befocusing on.
(13:07):
I want to thank everybody who'sbeen listening.
I want to thank everybody who'sthe new listeners as well.
I have not posted anything onLinkedIn.
I probably won't post anythingon LinkedIn for a while.
My bandwidth is still reallylow.
I just really wanted to come onhere today and give you my
thoughts about Q4, a couple ofreminders.
Just, people are downloadingepisodes.
It's crazy getting almost 700downloads in a week and I
(13:31):
haven't released a new episodein almost a month.
It's wild.
I want to thank everybody who'sbeen listening.
I really do appreciate that andI'm going to try to at least do
once a week.
I still don't know what's goingto happen with the Surviving
Outside Sales podcast, but I amnot going to let this die.
I still have a passion forhelping people in the outside
(13:51):
sales world do better, learnmore and live out their dreams
In this great game we call sales.
Thank you so much.
If you want to, you can connectwith me on LinkedIn.
I'm not posting on LinkedIn,but I still have people to DM me
.
I still have people that I workwith.
I still have clients that I'mworking with and right now I'm
(14:13):
just trying to figure out whatthe new normal is going to be
for me professionally, movingforward now that the franchise
is up and running.
I mean we're four to five weeksfrom it opening, so I don't
know if that's going to open upanother huge can of worms where,
once we're open, it's a sevenday a week operation, if all of
a sudden it's going to be toomuch for me.
But I can come on here for 15,20 minutes and talk about sales
(14:34):
and I love doing it.
I really enjoy what I do and Ireally enjoy the podcast.
I hope you've enjoyed listening.
The goal is going to be to getto at least 500 episodes and the
pace is going to slow down, butthat's the goal.
Right now I think we're episode380 something.
So thank you so much Again.
Find me on LinkedIn and followme, dm me if you have any
(14:55):
questions and we'll see you nexttime.
On surviving outside sales,cheers.
The Surviving Outside Sales podcast, hosted by
Michael Kelly, presented bySales Builder Academy.
The goal is to survive andthrive all phases of outside
sales, whether you're getting in, dominating or getting out.
Surviving Outside Sales.
Now on with the show.
Welcome to the SurvivingOutside Sales podcast.
(00:30):
I'm your host, mike O'Kelly.
It has been a minute since I'verecorded a podcast episode and,
as I mentioned last time on thelast episode, that I was burning
the candle to both ends andsometimes you have to do that in
the sales world, in thebusiness world, you have to do
what it takes and you have to goall in and go after what you
(00:55):
want to do.
You have to clear out the noise, you have to get rid of your
distractions.
You have to clear the deck ofsome things that are not revenue
generating, which I had severalof them.
They were fun projects but theywere not revenue generating
projects.
But I still wanted to hop onhere and give you some of my
(01:17):
thoughts on a lot of things, butalso really discuss Q4.
We're coming to the end ofOctober.
Q4 is almost 33% done.
Going back, I think a year agoI started talking about what Q4
really represents is kind of theplayoffs of sales.
The playoffs of sales is theplayoffs of business, and it
(01:39):
doesn't matter what type ofsales, what type of business you
are in, it is the playoffs,okay.
So think of this as kind oflike the divisional round, and
then next month, november, isgoing to be the championship
round, and then you've got yourSuper Bowl, you've got your
World Series, you've got yourchampionship game in December.
But a lot of what you do todayis going to dictate how you
(02:01):
succeed in December.
And it's really interesting.
The last several weeks I've beenburning the candle at both ends
, trying to get the restorehyper wellness franchise off the
ground and running, and thereis a million things to do.
It's a brick and mortar store.
We're going to have wellnessservices.
I've got several employees thatI'm hiring.
(02:23):
There's training, there is alot of preparation.
We're in pre sales right now,which is really exciting.
It's really exciting.
It's also very stressful.
I'm not getting a chance to doas much pre selling as I thought
I was going to do, because I'mworking on the operation side
and there's so much to do.
I think at some point not inthe near future At some point
I'm probably going to help otherpeople get into the franchising
(02:46):
world, or if you want to open abrick and mortar building, I
can tell you exactly how to doit.
I'm going through it right now.
I've done a lot and it has beenvery trying physically,
mentally and emotionally.
There has just been a milliontasks to do and of course that's
a joke, you know it's aeuphemism.
A million things to do, butit's a lot.
Every day my to do list getslonger and I get six to seven
(03:11):
things done a day and 10 thingswere added to my to do list,
kind of like being in sales.
We'll tell you this I used tothink I was really busy.
If you are an outside sales, Iused to do that job.
There is a level of busy as thebusiness owner that you may or
may not be able to comprehend.
So whenever you say I am busy,just realize there are other
(03:34):
people that are getting it doneand they're much busier than you
.
They're being much moreefficient with their time and
they're leveraging everythingthat they have at their disposal
, all the tools they have attheir disposal to get at the job
done.
You need to do the same.
You need to do the same.
You need to be able to leverageyour time and leverage your
resources that you have into thebest Q4 you can possibly have.
(04:00):
I know you can do it.
If you've been a listener tothis show, if you've reached out
to me or you've been one of mycoaching students in the past, I
know you can do it.
I know you have the ability.
That ability doesn't leave youduring certain times of the year
.
You've prepared.
Remember, you're always goingto rise to your level of
preparedness.
So if you prepared for a toughenvironment in Q4, you're going
(04:24):
to succeed.
If you haven't prepared, if youdon't know your stuff, if you
don't have a game plan andyou're just shooting from the
hip, you may get lucky.
You may back in to a couple ofsales, but you're not going to
be as successful as you want tobe.
You've got to plan, you've gotto prepare, then you've got to
execute.
It is that simple.
(04:45):
Remember your prospects.
Want to spend money.
This is the time of year wherepeople want to spend money.
I don't know if it's just theend of the year it's end of the
fiscal year people have budgetsor if it's just a simple fact of
people are going to be spendinga lot of money on Thanksgiving
(05:06):
not as much, but they're goingto be spending money.
On Thanksgiving.
You've got to buy all the food.
People are going to be comingin, people are going to be
traveling, so people are used tospending money.
And then the fall, I believe,tends to be a lot of money being
spent on sporting events.
You've got concerts.
It's a big, big wedding season,especially in North Carolina.
(05:27):
Not many people get married inJuly and August Really hot.
I don't know about other partsof the country, other parts of
the world.
July and August it's really hot.
New Orleans started getting alot of wedding invitations.
It's for October, november, notreally December, but it's kind
of like March, april, may andthen September or October and
(05:48):
November.
Those are kind of the weddingseason.
So people are used to spendingmoney.
Well, those same people arerunning businesses.
Right now I'm going through.
My credit card is getting somuch whoop just hit the mic.
My credit card is getting somuch use.
I'm afraid that the credit cardstripe on the back is going to
(06:08):
wear out.
It is just.
It's making my head spin when Igo back and look at the
business credit card statementand I see all the things that
are on there and I think tomyself.
Oh my gosh, I have to do theliteral thing that I hate to do
the most, which is expensereports.
I've always hated to do them.
I know some of you feel me outthere who are listening right
now have to do expense reports.
(06:29):
I hated doing expense reports.
I hated it.
I really did With a passion.
I hated doing it.
I don't know why.
I just really hated doingexpense reports on the kind of
pairing and the ranking ofthings that I disliked doing.
I disliked doing paperwork ofany type.
I think inventory was probably.
(06:52):
I would rather do inventoryabove an expense report.
I'd rather put call notes intoa CRM above expense report.
I would rather do that.
That's how little I like doingexpense reports.
Of course, now, as a businessowner, I have my credit card
just flying around left andright.
In fact, I've got two businesscredit cards just flying around
left and right making purchases.
(07:12):
Here's my point.
The point is, business ownersare spending a ton of cash this
time of year.
They're already in a habitSales in motion tend to stay in
motion.
Right now I'm in buying season.
You're going to catch me a loteasier to buy something for your
(07:35):
company.
What have you?
If I'm in buying mode.
If I'm not in major buying modeand let's say it's April it
might be a tougher sale.
I think that's one of thereasons why in Q4, obviously
there's government incentives.
If you're in the medical salesworld that's where I came from
You've got the 179 tax credit.
A lot of doctors, a lot ofoffices, a lot of companies will
(07:58):
take advantage of the 179 taxcredit.
Again, if you don't know whatthat is, you got to look it up.
You got to ask your buyers ifthey are taking advantage of
that.
They're fully taking advantageof that.
It is a massive, massive helpto businesses.
You got to find out budget.
You got to find out a lot ofthings, but right now they're
(08:19):
going to spend money.
You want to be the thing thatthey spend the money on.
It's the World Series Q4.
Shoot.
By the time some of you hearthis, there might only be six
weeks left.
What I mean by that is the lastepisode was over three and a
(08:39):
half weeks ago, the last newepisode of the Surviving Outside
Sales podcast.
There were still 600 to 700downloads a week, not even
releasing any new episodes.
Some of you might be listeningto this for the first time in
mid-Devember or even afterThanksgiving, you have even less
(09:01):
time.
But, no matter what, do notworry about time that's already
gone.
You have to look through thefront windshield and not the
rear view mirror.
People that I've coached,people that I've talked to in
the sales world, they like tolook in the rear view mirror.
(09:21):
The rear view mirror is just toanalyze.
It's not to dwell, it's not tofocus on.
It is to analyze.
That's it.
You look in the back.
You look in the rear viewmirror to analyze your
performance, what you did, howprepared you in your process.
Everything should be throughthe front windshield.
You should be moving forward.
(09:42):
You should be moving forward,going after what you want.
Everybody has a level ofsuccess that's available to them
.
You just have to go out thereand earn it.
It's there.
You have to earn it.
It's not going to be handed toyou.
You have to earn it.
That is really the differencebetween those that perform and
(10:08):
those that don't.
Are you willing to put in thework, are you willing to go
after what you want?
Are you willing to invest inyourself and do what you have to
do?
That is how you're going to getsuccess in Q4.
(10:28):
It's not about spewing featuresand benefits.
When I was working with one ofmy clients, I randomly came
across something from my cameraroll from a couple of years ago,
(10:49):
when I was still in the field.
It was my 50 focus, my focus 50.
50 accounts in three tiers, 50accounts that I was going to
focus on, my focus 50.
I suggest right now, if youhaven't created that focus 50
(11:14):
list, you do it right now.
You should not be calling onevery single person that you
know or you can possibly call onin Q4.
You have to have a strategicplan on who you're going after.
That focus 50 will allow you toclear the noise, clear the
(11:34):
distraction, be as efficient aspossible and focus on the people
you believe are going to closethis quarter.
That's great.
If you're trying to prospectfor Q1.
Yes, you've got to make salesin Q1, but your focus should be
closing at the end of the yearwhen people are going to be
buying.
(11:55):
I want you to think of thisanalogy about fishing.
You wouldn't go into a pond andtry to cast a bunch of reels,
or cast your reel a bunch oftimes in the water if the fish
weren't biting.
If you look over and you seeanother boat that's 100 yards
away and it looks like the fishare biting over there.
You're going to go join them.
That area where the fish isbiting, you're in there right
(12:18):
now.
You're there.
You don't need to search, youdon't need to analyze, you are
there.
It's Q4.
They are biting.
You need to find the peoplethey're going to buy from you.
You need to focus on them,prioritize them and have a
reason.
Don't just say, well, mycompany said this, analyze why.
(12:44):
How can you solve a problemthat they have right now?
How can you create an offerthat is so good they would feel
stupid or foolish not to takeyou up on it.
That is what you should befocusing on.
(13:07):
I want to thank everybody who'sbeen listening.
I want to thank everybody who'sthe new listeners as well.
I have not posted anything onLinkedIn.
I probably won't post anythingon LinkedIn for a while.
My bandwidth is still reallylow.
I just really wanted to come onhere today and give you my
thoughts about Q4, a couple ofreminders.
Just, people are downloadingepisodes.
It's crazy getting almost 700downloads in a week and I
(13:31):
haven't released a new episodein almost a month.
It's wild.
I want to thank everybody who'sbeen listening.
I really do appreciate that andI'm going to try to at least do
once a week.
I still don't know what's goingto happen with the Surviving
Outside Sales podcast, but I amnot going to let this die.
I still have a passion forhelping people in the outside
(13:51):
sales world do better, learnmore and live out their dreams
In this great game we call sales.
Thank you so much.
If you want to, you can connectwith me on LinkedIn.
I'm not posting on LinkedIn,but I still have people to DM me
.
I still have people that I workwith.
I still have clients that I'mworking with and right now I'm
(14:13):
just trying to figure out whatthe new normal is going to be
for me professionally, movingforward now that the franchise
is up and running.
I mean we're four to five weeksfrom it opening, so I don't
know if that's going to open upanother huge can of worms where,
once we're open, it's a sevenday a week operation, if all of
a sudden it's going to be toomuch for me.
But I can come on here for 15,20 minutes and talk about sales
(14:34):
and I love doing it.
I really enjoy what I do and Ireally enjoy the podcast.
I hope you've enjoyed listening.
The goal is going to be to getto at least 500 episodes and the
pace is going to slow down, butthat's the goal.
Right now I think we're episode380 something.
So thank you so much Again.
Find me on LinkedIn and followme, dm me if you have any
(14:55):
questions and we'll see you nexttime.
On surviving outside sales,cheers.
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