November 10, 2024 • 19 mins
Unlock the secrets to transforming your sales career by shifting your mindset. Discover how the power of a growth mindset can revolutionize not just your professional life, but also bring personal happiness and accomplishment. We promise that by tuning in, you'll learn how to conquer challenges with confidence and adaptability, leaving behind the shackles of doubt and inaction. Drawing from my own journey and the stories of countless sales professionals, we delve into the art of setting up successful habits, processes, and systems to smash through passivity and the blame game. This episode will get you thinking about the importance of surrounding yourself with positivity and the never-ending quest for knowledge through books, podcasts, and conferences.
With the end of Q4 looming, it's crunch time for strategic sales goal setting, and a growth mindset is your strongest ally. We'll guide you on setting ambitious targets—25% higher than your current quotas—to create an accountability buffer. Break these lofty goals into actionable micro targets that shape your daily sales habits. Learn to utilize existing client networks for referrals, understand the competition, and become an expert in your field to dominate sales calls and negotiations. This episode is packed with practical strategies for preparation, practice, and relentless work ethic, ensuring you’re equipped to reset your mindset and execute with precision. For those ready to take their sales game to the next level, I'm available for one-on-one coaching—reach out via email or LinkedIn.
To connect with the show: Subscribe, Download & Share!
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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
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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,
Check out the blueprint at MikeOKelly.com/salesbuilderblueprint.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
The Surviving Outside Sales Podcast hosted by Mike
O'Kelley, presented by SalesBuilder Academy, the goal is to
survive and thrive all phases ofoutside sales, whether you're
getting in, dominating orgetting out.
Surviving Outside Sales.
Now on with the show.
Welcome to the SurvivingOutside Sales podcast.
(00:32):
Hope everybody is having afantastic Q4 and you're on your
way hitting your goals.
Today I just want to talk aboutone of the things that you can
do as far as your mindset on howto get yourself prepared to
actually hit your goal andexceed it, and this is the one
(00:52):
thing that I've talked aboutbefore on other episodes.
Mindset is very important.
If you don't believe you can dosomething, you're not going to
do it.
It's as simple as that.
And there are two types ofpeople in this world ones that
have growth mindsets and onesthat have limiting mindsets.
The growth mindset is I can doit.
I don't know how, but I'm goingto do it.
(01:15):
I'll figure out a way.
I will examine everything.
I will check my ego at the door, because I don't know
everything.
I can learn new things.
I can learn new things, I cantry new things, and I'm going to
reach out for help and I'mgoing to get it done.
I don't know how I'm going todo it yet, but I'm gonna get it
done.
That's a growth mindsetUnderstanding that you are never
(01:36):
a finished product.
Your business is never finished.
It's not a set it and forget it.
There's very few things in thisworld that is set it and forget
it, especially your business.
A limiting mindset, on theother hand, it is devastating.
It is the can't mentality.
You've already given up.
Someone's against you.
I don't have enough budget,there's not enough time, I can't
(01:59):
make an impact, my productisn't good enough.
My product's too expensive.
Folks, I have sold half amillion dollar pieces of
equipment and not once didanybody say that was expensive
because of the value and therevenue that that half a million
dollar device was going tobring in was going to be tenfold
(02:22):
.
It's about the value, it's notabout the price.
Anybody can sell something ifit's free.
That doesn't mean you're goodat sales, and just because the
price is low doesn't mean peopleare going to buy it either.
But a limiting mindset there'snowhere to go from that.
You're stuck.
(02:43):
You're never going to riseabove where you are currently
with that type of mindset.
On the flip side, a growthmindset those are the people
that you see progress, that getpromoted, are successful and you
know what else.
In my experience, this is not.
This is in my experience oftalking with maybe 50 to 60,000
(03:07):
sales professionals, executives,business owners, et cetera.
In my life and I'm justthrowing a number out there it's
a lot.
The people that have the growthmindset are the happiest people
that I know because they don'thave any doubts what their
mission is in life.
It's to grow and expand andthey expect it.
(03:30):
And going back to the lastepisode their habits, processes
and systems they have it down.
There's no confusion on whatthey are, who they are, what
they're selling, what they'retrying to achieve.
So the question you have to askyourself is do you have a growth
mindset or a limiting mindset?
(03:50):
If you have a growth mindset,you're ahead of the curve, but
if you have a limiting mindsetor a limited mindset, there's
only two ways to go Either youfigure out a way to turn that
around or I have news for youYou're probably not going to do
very well in sales.
You probably should lookelsewhere, and you know what.
(04:13):
That's okay.
Not everybody is built forsales, not everybody's built for
outside sales, not everybody'sbuilt for business, but the
people that are successful havethe growth mindset.
They are willing to adjust,they're willing to adapt and
they have the habits, theprocesses and the systems down
(04:34):
pat.
That is what success looks likeConstant complainers, constant
people who don't take action.
They sit back.
They're very passive.
That's another thing aboutlimiting mindset People.
They're very passive.
They're very passive.
That's another thing aboutlimiting mindset people.
They're very passive.
They're passive in what they doand they allow everything to
happen to them.
They don't take action.
(04:54):
So in that case, you're goingto be a product of your
circumstance, you're going to bea product of your environment,
and that's not what successfulpeople do.
Successful people take actionand if they are in a bad
environment, if they are beingheld down by something, they
break through and they figureout a way to get it done.
(05:18):
I wish I could say that I've hada growth mindset my entire
sales career, but I took a turnto the dark side about 15 years
ago.
I was working for a company.
I was listening to all thesalespeople in the company.
I was listening to my managercomplain nonstop about what
corporate wasn't doing, aboutthis, that and the other, about
(05:39):
products.
Products didn't work very well.
They were too expensive.
Our rebate program was, wasawful and corporate was
ridiculous.
I heard it all and I kepthearing it over and over and
over again.
Now, mind you, this wasobviously the days before
LinkedIn, youtube, well, youtubeas it is now I don't know if
YouTube was.
I can't remember days beforeLinkedIn.
Youtube, well, youtube as it isnow.
I don't know if YouTube was.
I can't remember when YouTubestarted, but there was no
(05:59):
YouTube.
Podcasts were not a thing.
So now, having the ability to bementored by some great people,
but also to learn through books,podcasts, courses that I've
purchased, conferences that I'veattended, I've expanded my
sphere of influence, people whoinfluence me and people that I
have influenced, and everysingle one of them talks about a
(06:21):
growth mindset.
So what I'm talking about rightnow is not new, but if you are
hearing it for the first time,it is one of your keys to
success, especially right now inQ4.
It's getting your mind right.
I don't know what you need todo to get your mind right, but
this negative, self-doubt,limiting mindset.
What happens is it starts tocreep into who you are as a
person.
Everything you see is a directattack.
(06:44):
Everything you see is a resultof somebody else doing something
to you.
Once that happens, your fightor flight kicks in and you get
very defensive and you startprojecting.
It's never your fault, you justproject.
And I can tell you, if youdon't take ownership of what you
(07:07):
do professionally, you're nevergoing to be successful in this
world.
You're going to bounce aroundfrom job to job, a job, a job,
and you're not going to see thelevel of success that you wish
you had.
And I was very fortunate.
I happened to leave one companyand go to another that had a
growth mindset I had.
(07:28):
I had managers at the time thatwere growth mindset oriented
and really kind of snapped meout of it and mentored me.
So if you're listening rightnow and you feel like you're
underachieving, you feel likeyou've you, you have so much
more that you can offer.
There's so much more that youcan do with your territory.
Look in the mirror.
Look in the mirror and take100% accountability.
(07:52):
Folks, folks, I have soldproducts that were not the
industry leader.
They worked, they just were notthe industry leader.
I've sold products that I'dmentioned before were high five
figures to products that werebetween $10 and $20 a unit.
So I've sold on all sides ofthe spectrum and I can tell you
(08:32):
that it didn't matter what itwas, didn't matter who I was
calling on when I adopted thatgrowth mindset.
It catapulted wasn't.
I wasn't stuck, couldn't seethe force through the trees.
I started to widen my gaze,looking at the macro environment
, not just the micro, not justlooking at the day-to-day, the
little, the calls here and there, the sales reports.
This email was sent and Istarted picturing the long game
(08:53):
and realizing that Rome was notbuilt in a day, and neither
would my business be.
Once that happened, once thatgrowth mindset took over, it was
amazing just to see everythingfall into place.
It's one of those things theysay it's an overnight success,
20 years in the making.
So the first thing I'd like youto do is I'd like you to think
(09:15):
about, look in the mirror.
If you're not getting theresults that you want, is it
your mindset?
And then, once you have startedto, if you have a growth
mindset, fantastic, guess what?
You're going to hit your numberthis, this quarter.
I guarantee it.
It From what I'm about to saynext.
(09:37):
But if you don't think you'regoing to hit it, if you say, oh,
it's too expensive, I'm tellingyou, when you talk to people
and you believe your product istoo expensive, or you believe
your product doesn't work, oryou have doubt or all of these
negative things the prospect orthe client you talk to, they're
going to pick up on that.
They're going to read it inyour face and you know words,
(10:03):
talk, numbers, scream and yourfacial expression and everything
.
If you don't believe it, youknow.
If you don't believe it, theywon't either, and that's
probably one of the reasons whyI can tell you this no matter
what product is on the market,if the product is on the market,
it's a.
It works the product.
(10:23):
There's not, there's not manyproducts on the market that
don't work at all.
Okay, and if you think I mean, Ihear this all the time Well, my
product is too expensive, okay,then you're not providing the
correct value, because I knowlots of people who pay for very
(10:43):
expensive things and they neverasked what the price tag was
before.
They said yes when it wasexplained what the benefits
would be for them long-term inthe future.
Their future, their futurestate would be much better.
Then, when the price tag came,they said okay, okay, so once
you have that, we're talking nowQ4, let's transition into Q4.
(11:04):
Okay, q4.
All right, once you have thatgrowth mentality, whatever your
number is, that you have to hitfor quota, I want you to bump
that up by 25%.
Okay, we got about six to sixto seven weeks left.
Okay, we got about six to sixto seven weeks left.
Seven weeks left.
(11:24):
Seven weeks left in Q4,whatever your number is, forget
about where you are right now.
Whatever your number is.
Let's just say your number forthe quarter is a hundred
thousand.
Okay, that's what you got tohit for the quarter, all right.
Well, your goal should be it'snot a hundred thousand, okay,
cause you don't want to give.
You don't want to give it, youwant to give yourself some
wiggle room.
(11:44):
So if you fall a little bitshort of where you're trying to
achieve, you still end in theoutcome that you want.
Okay.
So I would not make your goal100,000.
If that's your quota.
I would make your goal about125 K, 125 K, all right, 125 K,
(12:10):
and then break it up into weeks.
So we've got seven weeks and Ipicked a wrong number.
Let's just say six weeks, causelet's let's not count on a lot
of things happening during thatweek of Christmas, between new
years.
Now you can still get sales.
But let's just say six weeks,okay.
All right, 125 K divided by sixOkay, that's about just under
$21,000 a week that you need tosell.
All right.
Now we don't need to talk aboutwhat you sell, but let's just
(12:33):
say 21,000.
Okay, and let's say you sellsomething that's a thousand
dollars per unit.
All right, you got to sell 21of them per week, all right.
That is some of the things youneed to focus on.
You have your micro goal I'msorry, your macro goal, which is
above your quota, and then youbreak it down into micro goals.
Okay, the micro goals are howyou can focus your daily habits
(12:55):
and then you can execute withyour processes and systems.
Okay, that is the key isfiguring out where you got to be
as kind of a guidepost, whereyou need to be each week
throughout the rest of thequarter and then figure out what
(13:15):
you need to do to hit thatnumber.
That is how you can hit yourgoal.
Figure out what do you have todo to hit $21,000 plus per week
in this example I mentioned onthe last podcast episode to get
(13:38):
back to your habits, yourprocesses, your systems.
Podcast episode to get back toyour habits, your processes,
your systems.
Right now it's a great time todump out your bag, reset
everything, reset your mind andfocus on finishing out the
quarter and hitting your goaland don't worry about where you
(14:01):
end up.
Okay, don't worry about whereyou end up.
Don't worry about where you endup.
Let's say you do like 25, 26kin the first week.
This next week, don't give up,don't ease off the gas.
And here's another thing nosandbagging.
I absolutely hate sandbagging.
(14:23):
You make the sale, you put thesale in period point blank, but
push yourself past what theexpectation level is.
And what happens is, once youstart doing that, once you start
pushing past even what yourcompany is requiring of you,
what happens is, subconsciously,you start holding yourself
(14:44):
accountable for your success andby creating your own goal that
is way beyond what your quota is, you start to develop your own
growth mindset.
That is one of the ways to getout of this limiting mindset is
to create your own goal.
You break it down by week howare you going to get there?
(15:05):
And if you want to break itdown even further, okay, 21,000,
five days.
Okay, I got to sell 4,000 plussay, we'll say 4,100.
See, we're even bumping it upto 4,100.
Keeps getting bigger 4,100 aday, all right.
(15:27):
Then you start breaking it downto who's in your pipeline.
If you have a product orservice that is a recurring
revenue where people needrefills, have you reached out to
your big time clients?
Have you gotten referrals fromthose big time clients?
And then how do you pullthrough those accounts?
How do you pull through thosepeople that are in your funnel,
(15:50):
those prospects that you'vealready been working out
throughout the year and possiblystarted in 2023 or before?
Do you have a list of all ofyour accounts that use your
competitor?
Do you have a competitionreport?
Do you know where yourcompetition is?
Do you know where your productis in the market?
(16:11):
Do you know what your offeringis?
Are you an expert in yourproduct or service and
everything behind the scenesthat revolves around the
business?
If the answer is no, you mightneed to tend to spend about 10
to 15 hours this week at nightor on the weekend figuring that
(16:32):
out, because you can get blownout of a sales call.
You can get blown out of anegotiation meeting by not
knowing the facts.
You need to know this marketbetter than the person you're
trying to sell to, becausethey're looking at you as the
expert.
So get your mind right.
Rev up your goal 25% over whatyour quote is supposed to be.
(16:57):
Break it down per week.
Figure out how many units thatis and then start to flush out.
Where is that business comingfrom?
Where can that business comingfrom?
Be laser-like, focused on yourapproach.
Practice, practice, practicewhat you're going to say, how
(17:18):
you're going to open youropening questions, your closing
statements.
Practice, be prepared and takemassive action.
Get up early, stay up late.
You can sleep next year inJanuary.
Thank you for listening.
(17:38):
If you want to have any specificconversations, I do one-on-one
coaching.
You can reach out to me.
You can email me at mike, atsurvivingoutsidesalescom, or you
can reach out to me on LinkedIn.
I am changing all of theformats on my coaching programs
(18:01):
that are on my website, soplease don't just go to my
website.
I had a bunch of people go tomy website, uh, the other day,
and um, download a preview andI'm going to be changing all of
that.
So, um, whatever you see online, I'm changing the format.
I'm making it more streamlined,more efficient, um, cause
that's what you do you bringsomething to market, you work
(18:22):
with it for a while and then yourealize that it needs to be
more efficient, it needs to bemore streamlined and it needs to
meet people where they are.
That's what I love about thisbusiness is.
So reach out to me personallyIf you want help with your Q4
strategy.
Reach out to me at Mike atsurviving outside salescom, or
reach out to me on LinkedIn.
If you're not following me onLinkedIn, please go follow me,
(18:45):
mike O'Kelly, and send me a DMand I'll get back to you in 24,
48 hours.
But let me know I've been inyour shoes.
I know what it's like to belooking down the barrel of Q4
and you feel like you're reallyfar behind.
It's never too late.
(19:05):
It is never too late as long asyou stick to the fundamentals,
you have the right mindset andyou get after it.
So thank you so much forlistening.
This has been Surviving OutsideSales.
Hope you all have a great restof your day.
Cheers.
The Surviving Outside Sales Podcast hosted by Mike
O'Kelley, presented by SalesBuilder Academy, the goal is to
survive and thrive all phases ofoutside sales, whether you're
getting in, dominating orgetting out.
Surviving Outside Sales.
Now on with the show.
Welcome to the SurvivingOutside Sales podcast.
(00:32):
Hope everybody is having afantastic Q4 and you're on your
way hitting your goals.
Today I just want to talk aboutone of the things that you can
do as far as your mindset on howto get yourself prepared to
actually hit your goal andexceed it, and this is the one
(00:52):
thing that I've talked aboutbefore on other episodes.
Mindset is very important.
If you don't believe you can dosomething, you're not going to
do it.
It's as simple as that.
And there are two types ofpeople in this world ones that
have growth mindsets and onesthat have limiting mindsets.
The growth mindset is I can doit.
I don't know how, but I'm goingto do it.
(01:15):
I'll figure out a way.
I will examine everything.
I will check my ego at the door, because I don't know
everything.
I can learn new things.
I can learn new things, I cantry new things, and I'm going to
reach out for help and I'mgoing to get it done.
I don't know how I'm going todo it yet, but I'm gonna get it
done.
That's a growth mindsetUnderstanding that you are never
(01:36):
a finished product.
Your business is never finished.
It's not a set it and forget it.
There's very few things in thisworld that is set it and forget
it, especially your business.
A limiting mindset, on theother hand, it is devastating.
It is the can't mentality.
You've already given up.
Someone's against you.
I don't have enough budget,there's not enough time, I can't
(01:59):
make an impact, my productisn't good enough.
My product's too expensive.
Folks, I have sold half amillion dollar pieces of
equipment and not once didanybody say that was expensive
because of the value and therevenue that that half a million
dollar device was going tobring in was going to be tenfold
(02:22):
.
It's about the value, it's notabout the price.
Anybody can sell something ifit's free.
That doesn't mean you're goodat sales, and just because the
price is low doesn't mean peopleare going to buy it either.
But a limiting mindset there'snowhere to go from that.
You're stuck.
(02:43):
You're never going to riseabove where you are currently
with that type of mindset.
On the flip side, a growthmindset those are the people
that you see progress, that getpromoted, are successful and you
know what else.
In my experience, this is not.
This is in my experience oftalking with maybe 50 to 60,000
(03:07):
sales professionals, executives,business owners, et cetera.
In my life and I'm justthrowing a number out there it's
a lot.
The people that have the growthmindset are the happiest people
that I know because they don'thave any doubts what their
mission is in life.
It's to grow and expand andthey expect it.
(03:30):
And going back to the lastepisode their habits, processes
and systems they have it down.
There's no confusion on whatthey are, who they are, what
they're selling, what they'retrying to achieve.
So the question you have to askyourself is do you have a growth
mindset or a limiting mindset?
(03:50):
If you have a growth mindset,you're ahead of the curve, but
if you have a limiting mindsetor a limited mindset, there's
only two ways to go Either youfigure out a way to turn that
around or I have news for youYou're probably not going to do
very well in sales.
You probably should lookelsewhere, and you know what.
(04:13):
That's okay.
Not everybody is built forsales, not everybody's built for
outside sales, not everybody'sbuilt for business, but the
people that are successful havethe growth mindset.
They are willing to adjust,they're willing to adapt and
they have the habits, theprocesses and the systems down
(04:34):
pat.
That is what success looks likeConstant complainers, constant
people who don't take action.
They sit back.
They're very passive.
That's another thing aboutlimiting mindset People.
They're very passive.
They're very passive.
That's another thing aboutlimiting mindset people.
They're very passive.
They're passive in what they doand they allow everything to
happen to them.
They don't take action.
(04:54):
So in that case, you're goingto be a product of your
circumstance, you're going to bea product of your environment,
and that's not what successfulpeople do.
Successful people take actionand if they are in a bad
environment, if they are beingheld down by something, they
break through and they figureout a way to get it done.
(05:18):
I wish I could say that I've hada growth mindset my entire
sales career, but I took a turnto the dark side about 15 years
ago.
I was working for a company.
I was listening to all thesalespeople in the company.
I was listening to my managercomplain nonstop about what
corporate wasn't doing, aboutthis, that and the other, about
(05:39):
products.
Products didn't work very well.
They were too expensive.
Our rebate program was, wasawful and corporate was
ridiculous.
I heard it all and I kepthearing it over and over and
over again.
Now, mind you, this wasobviously the days before
LinkedIn, youtube, well, youtubeas it is now I don't know if
YouTube was.
I can't remember days beforeLinkedIn.
Youtube, well, youtube as it isnow.
I don't know if YouTube was.
I can't remember when YouTubestarted, but there was no
(05:59):
YouTube.
Podcasts were not a thing.
So now, having the ability to bementored by some great people,
but also to learn through books,podcasts, courses that I've
purchased, conferences that I'veattended, I've expanded my
sphere of influence, people whoinfluence me and people that I
have influenced, and everysingle one of them talks about a
(06:21):
growth mindset.
So what I'm talking about rightnow is not new, but if you are
hearing it for the first time,it is one of your keys to
success, especially right now inQ4.
It's getting your mind right.
I don't know what you need todo to get your mind right, but
this negative, self-doubt,limiting mindset.
What happens is it starts tocreep into who you are as a
person.
Everything you see is a directattack.
(06:44):
Everything you see is a resultof somebody else doing something
to you.
Once that happens, your fightor flight kicks in and you get
very defensive and you startprojecting.
It's never your fault, you justproject.
And I can tell you, if youdon't take ownership of what you
(07:07):
do professionally, you're nevergoing to be successful in this
world.
You're going to bounce aroundfrom job to job, a job, a job,
and you're not going to see thelevel of success that you wish
you had.
And I was very fortunate.
I happened to leave one companyand go to another that had a
growth mindset I had.
(07:28):
I had managers at the time thatwere growth mindset oriented
and really kind of snapped meout of it and mentored me.
So if you're listening rightnow and you feel like you're
underachieving, you feel likeyou've you, you have so much
more that you can offer.
There's so much more that youcan do with your territory.
Look in the mirror.
Look in the mirror and take100% accountability.
(07:52):
Folks, folks, I have soldproducts that were not the
industry leader.
They worked, they just were notthe industry leader.
I've sold products that I'dmentioned before were high five
figures to products that werebetween $10 and $20 a unit.
So I've sold on all sides ofthe spectrum and I can tell you
(08:32):
that it didn't matter what itwas, didn't matter who I was
calling on when I adopted thatgrowth mindset.
It catapulted wasn't.
I wasn't stuck, couldn't seethe force through the trees.
I started to widen my gaze,looking at the macro environment
, not just the micro, not justlooking at the day-to-day, the
little, the calls here and there, the sales reports.
This email was sent and Istarted picturing the long game
(08:53):
and realizing that Rome was notbuilt in a day, and neither
would my business be.
Once that happened, once thatgrowth mindset took over, it was
amazing just to see everythingfall into place.
It's one of those things theysay it's an overnight success,
20 years in the making.
So the first thing I'd like youto do is I'd like you to think
(09:15):
about, look in the mirror.
If you're not getting theresults that you want, is it
your mindset?
And then, once you have startedto, if you have a growth
mindset, fantastic, guess what?
You're going to hit your numberthis, this quarter.
I guarantee it.
It From what I'm about to saynext.
(09:37):
But if you don't think you'regoing to hit it, if you say, oh,
it's too expensive, I'm tellingyou, when you talk to people
and you believe your product istoo expensive, or you believe
your product doesn't work, oryou have doubt or all of these
negative things the prospect orthe client you talk to, they're
going to pick up on that.
They're going to read it inyour face and you know words,
(10:03):
talk, numbers, scream and yourfacial expression and everything
.
If you don't believe it, youknow.
If you don't believe it, theywon't either, and that's
probably one of the reasons whyI can tell you this no matter
what product is on the market,if the product is on the market,
it's a.
It works the product.
(10:23):
There's not, there's not manyproducts on the market that
don't work at all.
Okay, and if you think I mean, Ihear this all the time Well, my
product is too expensive, okay,then you're not providing the
correct value, because I knowlots of people who pay for very
(10:43):
expensive things and they neverasked what the price tag was
before.
They said yes when it wasexplained what the benefits
would be for them long-term inthe future.
Their future, their futurestate would be much better.
Then, when the price tag came,they said okay, okay, so once
you have that, we're talking nowQ4, let's transition into Q4.
(11:04):
Okay, q4.
All right, once you have thatgrowth mentality, whatever your
number is, that you have to hitfor quota, I want you to bump
that up by 25%.
Okay, we got about six to sixto seven weeks left.
Okay, we got about six to sixto seven weeks left.
Seven weeks left.
(11:24):
Seven weeks left in Q4,whatever your number is, forget
about where you are right now.
Whatever your number is.
Let's just say your number forthe quarter is a hundred
thousand.
Okay, that's what you got tohit for the quarter, all right.
Well, your goal should be it'snot a hundred thousand, okay,
cause you don't want to give.
You don't want to give it, youwant to give yourself some
wiggle room.
(11:44):
So if you fall a little bitshort of where you're trying to
achieve, you still end in theoutcome that you want.
Okay.
So I would not make your goal100,000.
If that's your quota.
I would make your goal about125 K, 125 K, all right, 125 K,
(12:10):
and then break it up into weeks.
So we've got seven weeks and Ipicked a wrong number.
Let's just say six weeks, causelet's let's not count on a lot
of things happening during thatweek of Christmas, between new
years.
Now you can still get sales.
But let's just say six weeks,okay.
All right, 125 K divided by sixOkay, that's about just under
$21,000 a week that you need tosell.
All right.
Now we don't need to talk aboutwhat you sell, but let's just
(12:33):
say 21,000.
Okay, and let's say you sellsomething that's a thousand
dollars per unit.
All right, you got to sell 21of them per week, all right.
That is some of the things youneed to focus on.
You have your micro goal I'msorry, your macro goal, which is
above your quota, and then youbreak it down into micro goals.
Okay, the micro goals are howyou can focus your daily habits
(12:55):
and then you can execute withyour processes and systems.
Okay, that is the key isfiguring out where you got to be
as kind of a guidepost, whereyou need to be each week
throughout the rest of thequarter and then figure out what
(13:15):
you need to do to hit thatnumber.
That is how you can hit yourgoal.
Figure out what do you have todo to hit $21,000 plus per week
in this example I mentioned onthe last podcast episode to get
(13:38):
back to your habits, yourprocesses, your systems.
Podcast episode to get back toyour habits, your processes,
your systems.
Right now it's a great time todump out your bag, reset
everything, reset your mind andfocus on finishing out the
quarter and hitting your goaland don't worry about where you
(14:01):
end up.
Okay, don't worry about whereyou end up.
Don't worry about where you endup.
Let's say you do like 25, 26kin the first week.
This next week, don't give up,don't ease off the gas.
And here's another thing nosandbagging.
I absolutely hate sandbagging.
(14:23):
You make the sale, you put thesale in period point blank, but
push yourself past what theexpectation level is.
And what happens is, once youstart doing that, once you start
pushing past even what yourcompany is requiring of you,
what happens is, subconsciously,you start holding yourself
(14:44):
accountable for your success andby creating your own goal that
is way beyond what your quota is, you start to develop your own
growth mindset.
That is one of the ways to getout of this limiting mindset is
to create your own goal.
You break it down by week howare you going to get there?
(15:05):
And if you want to break itdown even further, okay, 21,000,
five days.
Okay, I got to sell 4,000 plussay, we'll say 4,100.
See, we're even bumping it upto 4,100.
Keeps getting bigger 4,100 aday, all right.
(15:27):
Then you start breaking it downto who's in your pipeline.
If you have a product orservice that is a recurring
revenue where people needrefills, have you reached out to
your big time clients?
Have you gotten referrals fromthose big time clients?
And then how do you pullthrough those accounts?
How do you pull through thosepeople that are in your funnel,
(15:50):
those prospects that you'vealready been working out
throughout the year and possiblystarted in 2023 or before?
Do you have a list of all ofyour accounts that use your
competitor?
Do you have a competitionreport?
Do you know where yourcompetition is?
Do you know where your productis in the market?
(16:11):
Do you know what your offeringis?
Are you an expert in yourproduct or service and
everything behind the scenesthat revolves around the
business?
If the answer is no, you mightneed to tend to spend about 10
to 15 hours this week at nightor on the weekend figuring that
(16:32):
out, because you can get blownout of a sales call.
You can get blown out of anegotiation meeting by not
knowing the facts.
You need to know this marketbetter than the person you're
trying to sell to, becausethey're looking at you as the
expert.
So get your mind right.
Rev up your goal 25% over whatyour quote is supposed to be.
(16:57):
Break it down per week.
Figure out how many units thatis and then start to flush out.
Where is that business comingfrom?
Where can that business comingfrom?
Be laser-like, focused on yourapproach.
Practice, practice, practicewhat you're going to say, how
(17:18):
you're going to open youropening questions, your closing
statements.
Practice, be prepared and takemassive action.
Get up early, stay up late.
You can sleep next year inJanuary.
Thank you for listening.
(17:38):
If you want to have any specificconversations, I do one-on-one
coaching.
You can reach out to me.
You can email me at mike, atsurvivingoutsidesalescom, or you
can reach out to me on LinkedIn.
I am changing all of theformats on my coaching programs
(18:01):
that are on my website, soplease don't just go to my
website.
I had a bunch of people go tomy website, uh, the other day,
and um, download a preview andI'm going to be changing all of
that.
So, um, whatever you see online, I'm changing the format.
I'm making it more streamlined,more efficient, um, cause
that's what you do you bringsomething to market, you work
(18:22):
with it for a while and then yourealize that it needs to be
more efficient, it needs to bemore streamlined and it needs to
meet people where they are.
That's what I love about thisbusiness is.
So reach out to me personallyIf you want help with your Q4
strategy.
Reach out to me at Mike atsurviving outside salescom, or
reach out to me on LinkedIn.
If you're not following me onLinkedIn, please go follow me,
(18:45):
mike O'Kelly, and send me a DMand I'll get back to you in 24,
48 hours.
But let me know I've been inyour shoes.
I know what it's like to belooking down the barrel of Q4
and you feel like you're reallyfar behind.
It's never too late.
(19:05):
It is never too late as long asyou stick to the fundamentals,
you have the right mindset andyou get after it.
So thank you so much forlistening.
This has been Surviving OutsideSales.
Hope you all have a great restof your day.
Cheers.
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