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Don’t Let A Win Get To Your Head Or A Loss To Your Heart!

May 5, 2021 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #537 From The Sales Doctor
Don’t Let A Win Get To Your Head Or A Loss Get To Your Heart!

This quote speaks volumes to anyone that is in sales. You don’t want to get too high when you make a sale or too low when you don’t because your emotions are linked to both. Remain level-headed and grounded.

In other words, don’t become overconfident and cocky after winning a sale, and don’t doubt your ability after you lose an opportunity. Remain confident, and know that you will not make every sale, but you will make enough to be successful.
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“The Time Is Always Right To Do The Right Thing.” – Dr. MLK Jr.

Apr 26, 2021 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #536 From The Sales Doctor
“The Time Is Always Right To Do The Right Thing” – Dr. MLK Jr.

Last week, you probably saw that I reintroduced the Early Bird Registration discount for my Mastering the Sales Essentials series that begins on Tuesday, May 4th at 12 Noon.

The question was asked, “What about the participants that already paid the higher amount?” I immediately replied that they would receive a refund for the difference because it’s the right thing to do.

It’s never the wrong time to do the right thing. I hope you feel the same way, too.
Filed Under: Tips & Advice

One Minute of Pain Is Worth A Lifetime of Glory!

Apr 19, 2021 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #535 From The Sales Doctor
One Minute of Pain Is Worth A Lifetime of Glory!

I recently had the opportunity to watch the movie Unbroken again. There is a memorable seen when Louis Zamperini is leaving on the train for the Olympics and his brother provides him with these parting remarks:

“One minute of pain is worth a lifetime of glory.”

Louis used his brother’s words to inspire him to come from behind in the race and finish in eighth place because he refused to give up.

My question today is this: Where or who do you get your inspiration from to finish the race you are running? It’s especially needed during these challenging times.
Filed Under: Tips & Advice

Breaking Any Habit Requires Temporary Discomfort

Apr 12, 2021 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #534 From The Sales Doctor
Breaking Any Habit Requires Temporary Discomfort

One of the toughest habits to break is not to use permission based closing techniques such as:

“Would you like to…?”
“Do you want to…?”
“Is it okay if I…?”
“Can I…?”

They come from growing up in a household where we are taught manners and if you want something you are supposed to ask for permission. That is a behavior that will be difficult and uncomfortable to break. Be more assumptive. Expect your customer to buy.

When you approach your closing for commitment with this permission-based request, you have given up total control and put it in the hands of the customer. If they are indecisive, get ready for a postponement response.

Next time instead of saying “would you like to go with this one?” change it to “let’s go with this one.” The temporary discomfort is worth it.
Filed Under: Tips & Advice

Seven Reasons Why You Should Laugh More

Apr 5, 2021 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #533 From The Sales Doctor
Seven Reasons Why You Should Laugh More

When was the last time you had a good laugh? Are you taking life too seriously?

Below are 7 reasons why laughter is the best medicine.
Laughter reduces stress.
Laughter releases endorphins.
Laughter boosts your immune system.
Laughter protects your heart.
Laughter improves job performance.
Laughter fosters connection.
Laughter improves quality of life.
So, what are you waiting for? Start laughing!
Filed Under: Tips & Advice

Expectations Are Resentments Waiting To Happen

Mar 29, 2021 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #532 From The Sales Doctor
Expectations Are Resentments Waiting To Happen
 Expectations are resentments waiting to happen.

Annie Lamott
Anne Lamott is an American novelist and non-fiction writer that came up with this quote.
It immediately reminded me of the importance of clarifying expectations early in the conversation. You don’t want to wait until after the delivery of the product or service and then find out that expectations were not met. They have to be clear, realistic, and accepted by the buyer and the seller up front so there is no misunderstanding.
When you don’t have that clear understanding, you are setting yourself up for resentment to happen.
Filed Under: Tips & Advice

Take Control Of Your Destiny

Mar 22, 2021 by Leave a Comment
Motivational Tip #530
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Updates from Marvin Montgomery
Sales Tip #531 From The Sales Doctor
Take Control Of Your Destiny
 Destiny is not a matter of chance; it is a matter of choice. It is not a thing to be waited for; it’s a thing to be achieved.

William Jennings Bryan

This quote reminded me of a book I read years ago by Rick Pitino titled “Success is a Choice.” I read that during the course of a day we make an average of 35,000 choices. Wow!

The second half of his quote made me think of another saying: “Don’t wait for your ship to come on, swim out to it.”

If you want to be successful, make good choices and then take action and implement them. Take control of your destiny.
Filed Under: Tips & Advice

What You Permit Is What You Promote

Mar 15, 2021 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #530 From The Sales Doctor
What You Permit Is What You Promote

This quote can be attributed to many different sources. It’s really self-explanatory. Unwanted, but permitted attitudes/behaviors are promoted because they are not answered with negative consequence or action.

This quote also goes right along with another one I use. “People will only do to you, what you let them do to you.” It does not matter what position you hold. This principle applies to work and home.

What you permit is what you promote.
Filed Under: Tips & Advice

“To Be Unclear Is To Be Unkind.” – Brene Brown

Mar 8, 2021 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #529 From The Sales Doctor
“To Be Unclear Is To Be Unkind.” – Brene Brown

I accidentally stumbled onto this book by Brene Brown and it revealed that most of us avoid clarity because we tell ourselves we’re being kind when what we’re actually doing is being unkind and unfair.

In Dare to Lead, Brown makes these four points: Feeding people half-truths to make them feel better (which is almost always about making ourselves feel more comfortable) is unkind.
Not getting clear with a colleague about expectations because it feels too hard, yet holding them accountable or blaming them for not delivering, is unkind.
Talking about people rather than to them is unkind.
It’s easier to say “Got it, on it” and run than it is to have a tough conversation.
This also applies to how we speak to our existing or potential customer relationships. Are you being kind and avoiding clarity?
Filed Under: Tips & Advice

Understanding Comes by Active Listening

Mar 1, 2021 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #528 From The Sales Doctor
Understanding Comes By Active Listening

Would you like to improve your communication with anyone that you come in contact with? The answer is very simple. Listen more and talk less. In other words, listen carefully enough to gain understanding and also listen accurately to identify their needs and concerns.

The questions you ask will immediately show how much you care. That’s how to improve your  communication and build lasting relationships.
Filed Under: Tips & Advice
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