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Category: Uncategorized
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7/15/2025-“You NEED to see this proposal.”
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7/14/2025-“Agendas aren’t my thing.”
Daily Quote “Effective performance is preceded by painstaking preparation.” Brian Tracy
SKILL “Meeting agendas are old and crusty…my dad used meeting agendas. I personally like to be fluid…I like to run my meetings in real-time…yeah, that’s it. Agendas just box me in – I’m a bird…no wait, I’m an eagle who needs to soar. And my clients love my meetings ‘cuz we laugh and horse around. That’s the way it should be, right? By the by, I’m one helluva relationship seller. They wanna have fun in meetings, right? But, hey, I’m all about bid’ness, too. I’m always throwin’ out smart lines and witty witticisms. And then POW, I deliver a great value prop…umm, once in a while. Oh sure, I ask a few questions here and there, but I like to keep things loooooose ‘cuz HEY, that’s what clients want and love right? My clients…they love me…!”
Read More DO Prepare an agenda for every pitch meeting.
USE the agenda that you’ve prepared in every pitch meeting.
Agendas keep the meeting on track. Agendas keep you on track. Agendas signal to your customers that you truly care.
It doesn’t matter if you’ve been selling for a year, five years, ten, or twenty…use meeting agendas.
Read More OOMPH Had Dr. Evil created an agenda for the meeting you see in this classic Austin Powers 2-minute clip, he would have been better prepared for this disaster of a gathering. But it’s funny!
Not saying Dr. Evil only needed to focus more on meeting agendas…but….
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7/12/2025-Mindfulness/Self Care
Daily Quote “See if you can allow gentle self-acceptance to coexist with the active drive for self-improvement.” Kristin Neff
SKILL This weekend, don’t even let the word “skills” enter into your brain. That’s for Monday through Friday.
While skills development and self-driven improvement are the backbone of why you visit MySalesDay regularly, take a page from Kristin Neff’s book and leave it alone for a few days.
Read More DO Whether it’s archery, bird-watching, javelin throwing, or napping…do something for you today that fulfills your inner joy.
Costco and Home Depot can wait. Save those visits for Tuesday night after work.
Today needs to be about you.
Isn’t there a hammock or chaise lounge out there somewhere calling your name?
Read More OOMPH …or if you want to laugh today, then get started with this funny and sharp-witted yoga instructor in this Short. See how she skillfully parodies her class in this bit titled, “Passive Aggressive Yoga Instructor.”
Her tongue is finely tuned, and she’s hilarious. (The comments on the YT page are juicy, too.)
Laughter is a great part of mindfulness too.
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7/11/2025-Adam and Eve negotiations
Daily Quote “Successful negotiation is not about getting to ‘yes’; it’s about mastering ‘no’ and understanding what the path to an agreement is.” Christopher Voss
SKILL Since the world was created, negotiating has existed. (Ya think Adam and Eve didn’t negotiate a bit about what happened after that apple incident?)
Undoubtedly, you have developed some strong negotiating moves over the years, but let’s refresh three core truths for kicks:
1. Setting high goals gets you more. The formula is simple: ask for more, get more.
2. Establishing a Plan B gives you flexibility…and helps get the deal done.
3. Everything is negotiable. BUT, don’t give unless you get.
Read More DO Today, set goals for a deal you’ll soon be negotiating.
What specifically do you want?
Write all of it down! The goals you state are important because they will guide your preparation and negotiation prep.
Once you establish your negotiation goals, you’re ready to build a proposal. And, as you’ve learned, Negotiation Rule #1 is to be aggressive with your “ask.”
After you build your aggressive “ask” – your proposal wants – work on your Plan B. What are you going to concede when the other side pushes back?
Read More OOMPH Most of the time, Shark Tank is not a great place to learn about the finer points of negotiations because, well…because it’s a TV show.
But it’s the best we have right now.
In this particular clip, you’ll witness the pitch-woman stand her ground and not negotiate because she knows exactly what she wants. She stands up to the “BS” (Bully Sharks) and exercises a key negotiation right: she says “no.”
Not budging is undoubtedly a valid negotiation tactic, just be prepared to hold an empty bag if the other party walks away.
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7/10/2025-My product can do 154 neato things
Daily Quote “Any damn fool can make something complex, it takes a genius to make something simple.” Albert Einstein
SKILL If a stranger stops you on the street and asks what time it is, do you launch into a three-minute rambling description of how your Rolex works?
No…you tell him what time it is. (Duh.)
The gravitational pull you feel to explain every last detail about your product in pitch meetings is understandable: you’re inundated with product training and all-hands meetings that glorify your offering’s bells and whistles.
“Knowing your product” does NOT imply you need to share everything you know about your product with your customer.
Fight product info overload! Find out what they care most about.
Read More DO Knowing your product inside and out is great, but knowing how to translate product features into value is best.
Use the “So What…?” trick to help you emphasize value and benefits.
When pitching a customer today, imagine a dialogue box with the words “So What…?” appearing in a bubble above your head. The bubble is there to remind you to explain why the customer should care about the feature you just talked about.
You can apply this hack directly: “So what that feature means to you, Bill Buyer, is this…”
It’s not the buyers’ job to decipher features from benefits.
Read More OOMPH In this 4-minute clip from the movie The Guilt Trip, Seth Rogan realizes his features pitch is losing his audience, so he pivots and saves the sale with a great selling move.
Once you perfect the art of translating product knowledge into what the customer cares about, you can, like Seth, amp up customer engagement and create demand.
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7/9/2025-“Put your manager on the phone, please.”
Daily Quote “Decision is a sharp knife that cuts clean and straight; indecision, a dull one that hacks and tears and leaves ragged edges behind it.” Gordon Graham
SKILL While you think it might be smart to treat everyone on the buy side like royalty, you still have to determine how much decision power each buyer wields. Until you know who can say “yes” – and who can’t – you risk spending too much time with those who don’t carry weight. (Ever hear this goodie? …don’t take NO from someone who can’t say YES.)
Don’t assume every buyer you meet with has equal decision-making power. And stop assuming that lofty titles infer decision clout.
Uncover where the decision-making power lies on each account… and spend your time with those* buyers.
Read More DO Ambiguity has no place in The Sales Life.
Your job is to eliminate ambiguity in your conversations.
Your job is to find out if the buyer can say “yes” or “no.”
Ask, “How much buying decision do you own?”
The buyer may not be able to put a percentage on it, but you’ll hear clues as to where this person stands in the chain.
Read More OOMPH Determining the power base of buying committees is pretty easy…all you must do is ASK.
In this Short, you’ll get a repetitive dose of “Who’s in charge, here?” Simply replace that mantra with something more tailored to today’s theme by asking, “Who owns the decision, here?” Ask it in every meeting.
If you feel you lack the confidence to ask that question, immediately seek time on your manager’s calendar or email Michael@MySalesDay.io. Seriously. You can’t go another day in your sales career without learning that sacred skill.
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7/8/2025-“How am I differentiated??” (Gulp.)
Daily Quote “Don’t just say what you do well, show what you do differently.” Jack Hanson
SKILL Your meeting with a prospect is going great…you showed a few key slides, you asked some strategic open-ended questions, and the good vibes are flowin’.
Suddenly, the barometric pressure in the room changes when the buyer asks how you’re different from your competitors. (Yikes…did the lights just flicker?)
How much time on the clock do you think you’ve got ’til you must reply with a cogent, smart, articulate answer?
Read More DO Practice your value prop today.
It doesn’t matter how long you’ve been selling, you need to own your VP. Owning a VP means memorizing it and then practicing it so it doesn’t sound memorized.
Practice means role-playing. Yes, role-playing. (It’s not below you.) It’s the only way to train for the moment when a customer asks you to explain your differentiators.
BTW, you get about 1.762 seconds before responding to your buyer in a cool, calm manner that sounds intelligent and human.
Read More OOMPH While this 2-minute clip of Michael Scott, Dwight Schrute, and Jim Halpert role-playing in The Office is hilarious, you may want to follow a different practice protocol. (Boy, that Jim, he’s devilish!)
Your practice sessions should be serious, but it never hurts to have a little fun with your BFF seller during your session, too. A few giggles and yucks won’t hurt. Focus, but keep it light.
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7/7/2025-100 calls and emails before 9am
Daily Quote “Thinking about a prospect does not qualify as prospecting.” Your Manager
SKILL Welcome back to the jungle!
Maybe you arose this morning, roared like a lion, and proclaimed: “I’m gonna crank out ONE HUNDRED emails and calls this morning!”
If so, fantastic. Good for you!
BUT…be careful not to get bit by the Derailer Bug (…nasty things). They hatch in droves after long holiday weeks.
Go back to that feeling you had when you first opened your eyes and re-ignite your enthusiasm for starting the week strong.
Read More DO Today, decide to prospect….with intention!
Call prospects. Email prospects. Call clients who will introduce you to people you need to see in their org. Do anything and everything that counts for prospecting.
Even if it’s for 30 minutes…prospect today.
Do you know how good you’re gonna feel when you score a meeting with someone on your VIP Top 20 list?
Swat the Derailer Bugs and get a new meeting…or two. Or three.
Read More OOMPH Do you need help with your focus? (Of course you do….we alllllll do.)
In this incredibly hypnotic Ted Talk, the Swedish world champion precision shooter Christina Bengtsson will inspire you to develop the crucial skill you’ll need today – and the rest of your selling career – to consistently succeed.
Focus.
“Focus is simply about choosing the right thought amongst thousands of thoughts,” says Christina.
For today, your focal thought is…PROSPECT!
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7/5/2025-Mindfulness/Self Care
Daily Quote “Almost everything will work again if you unplug it for a few minutes. Including you.” Anne Lamott
SKILL Congrats, it’s mid-summer and you have a tan! The stress is at bay this week because, of course, it’s the Independence Day lull.
But even though you’re chillin’ right now – either at the lake, or in your backyard – today is a perfect day to work on your weekend mindfulness practice.
There’s not a person on earth who enjoys stress. And don’t kid yourself…nobody’s perfect at managing stress. Not even you.
Read More DO Make today the first day of your ’25 second-half stress management commitment.
Stress doesn’t just slip away because you wish it to be gone…it has to be physically and mentally displaced.
Workouts are good, hikes are great, lunch with friends is wonderful….but so too is quiet time. Today, pick any or all of that, but do something mindful that starts a habit you can keep with for 51 more weeks.
Read More OOMPH Perhaps this intoxicating 25-seconds at the beach visit will launch you into a mindfulness activity of your choice.
Whatever you choose, remember to focus on HOW MUCH OF A KILLER SELLER YOU ARE, and forget the stress from the job. It’ll come back soon enough.
Today, it’s about you and doing what you need to do to build yourself back up for the second half!
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7/4/2025-Happy Independence Day
Daily Quote “For to be free is not merely to cast off one’s chains, but to live in a way that respects and enhances the freedom of others.” Nelson Mandela
SKILL For Americans, today is a big celebration of independence. And if you’re not an American, today is still a good day to celebrate independence…sales independence.
Mostly, sellers are independent operators.
Sure, you work for a company, but it’s your territory…and your clients. And while you receive a regular paycheck, you make decisions independently of other influences.
Despite a few company mandates and select protocols, how you approach the nuances and details of selling to your list is pretty much up to you!
Here’s to independence!
Read More DO Today, reflect and appreciate the power and privilege of your independence as a seller.
If you have a few BFFBs (BFF Buyers), send ’em a quick text today…throw in some exploding fireworks if you’re so moved.
Your customers may think you’re merely acting patriotically, but symbolically, you’re celebrating the freedom you feel and cherish about your sales career.
Read More OOMPH If you were expecting a link here to a stirring rendition of “Stars and Stripes Forever” (with exploding fireworks)…well…sorry to disappoint you.
Instead, allow Nathan’s hot dog-eating champ, Joey Chestnut, to gross you out with highlights of one of his epic July 4th wins.
Joey wasn’t in last year’s contest because – wait for it – there was a contract dispute with event sponsor Major League Eating (yup), over his partnership with Impossible Foods…a competitor to Nathan’s. (Uh-huh.)
Happy 4th.
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