Almost every sales rep I know has some form of ADD. Add can be a superpower in sales that allows us to juggle 15 deals at once and switch tasks constantly. When properly harnessed, those that struggle with ADD can become hyper focused in a state of Flow... but how do you create more of these moments and set yourself up for the most focused version of yourself. There are a few things that can help. 1. Timeblocking I have said this before in a previous post, but timeblocking is the ultimate tool for getting the most out of your day as a sales. Put simply, timeblocking is assigning tasks to chunks of time (ideally 60-90 minutes) for a single task. During this time, eliminate distractions by turning off slack and email, putting your phone on silent, and closing your door (I have a glass door and it can suck for focus). Timeblocking has doubled the amount of work I can accomplish in a day. Consistency is the key to growth and when you are disciplined with timeblocking your ability to stay in the "Zone" will lengthen. 2. Shutdown the apps Turning off email and slack when I am not in a communication timeblock has been a gamechanger. The little dopamine hit of an email notification or a bolded slack message can immediately deflate my focus on a project or task. Most days, I try not to check email or slack until I have gotten an hour of undistracted work in. I feel invincible that first hour of the day knowing I am working on the most pressing tasks to move the needle forward rather than being reactive to requests. 3. Sleep Protect your sleep at all costs (this is coing from a guy with 2 kids under 3 that are plotting to kill me through exhaustion). When I sleep well, the days are just easier. My mood is better, energy levels are higher, and I don't have the brain of a toddler during my timeblocks. One huge change I have made is having a consistent bed time... Geez, I sound old. For me, when 9:30 rolls around, I know it is time for lights out and a ticking timer starts in my head. For years, I would just go to bed when I felt like it (usually after scrolling instagram or Youtube shorts for an hour). The issue was that I had to wake up at the same time every morning so my body could never figure out my sleep cycle. I was in a chronic state of tiredness that impacted my health and my work. Having a consistent bedtime has allowed my body to create a more consistent circadian rhythm and fall asleep quicker and deeper. Try it out.

How you talk about price can make the difference in closing the deal. In most cases, prospects are talking to your competitors. They are scheduling calls and demos to get ALL the information they need to make the best decision for their business... as they should. During this dance, it is important to always be the one that timed the music right to end up with your prospect when the song is over (the sales process). Never give your full offer until you know the dance is almost done. Your prospect will beg and plead for you to give your absolute lowest and best offer, but what they really are hoping for is a bargaining chip. This chip will be used against the competition to drive down the price with the competitor that has created the most VALUE during the sales process. If you steer the conversation away from an offer and keep pressing the pain you are solving, you can keep the prospect from turning you into a commodity with the rest of your competitors. What I am not saying is to never give the price when they ask.... just don't make that price their ONLY option. For example, almost all services, products, and software have upsells or tiers. While these tiers are a starting point, every deal should have a unique and creative offer (even if this is the tiered pricing). How you talk about price can and will impact your chances of winning the deal. When asked about price, I like to say something like, "Well our out of the box pricing is X, but there are a few things I might suggest to help solve (REPEAT THEIR PROBLEM). Let me touch base with my team and I will put together a quick proposal with a few options for you. We definitely want to make sure we solve this problem you're having". By doing this, I have answered their question but I also left ROOM for them to know I can be flexible and they get to make the final decision on price. In this scenario, the prospect will definitely check in with me before they make their final decision (considering I have created enough value from my product/service).

Building momentum is a discipline. Finding and maintaining momentum in sales is like following a trail of breadcrumbs that get increasingly bigger... and better (shoutout to my sourdough lovers out there). One small appointment set, email response, prospect callback, or deal closed is all it takes to start to feel the power of momentum. When we have momentum, we feel like we can, and should, win. Each small victory builds our confidence and in part our tone. Prospects can smell desperation on sales reps from a mile away. The antidote to desperation is momentum. Building and maintaining momentum is a discipline. A healthy pipeline moving in the right direction can last a week, a month, or even a quarter. Other times, seeking out momentum and building off of it is a daily practice. Developing the discipline of building momentum is learning how to see it and use it when it comes. For me, this looks a lot like using the little dopamine hits of an answered call or email to continue stay motivated to keep up the repetitions before the momentum wanes... it always wanes, even for Elon (probably not lol). Using little wins to keep you moving forward is key to keeping on track and continuing to find success Day after day, month after month. What do we do when the calls suck though? When the pipe has run dry, the emails are ghosted, the calls go straight to voicemail and we want to break our keyboard against the wall? That is when the discipline kicks in. Everyday has a win, you just need to find it and use it. Story time.... I had a month where nothing was happening... NOTHING. I had come off an epic previous year and a great start to Q1. Three conferences later and multiple disqualified or uninterested opportunities landed me in the worst dryspell I have had yet. It sucked. I knew I had to make a change or nothing was going to change. I had to build momentum. I broke out my trusty phone and agreed to myself that I was going to rip dials until I had something.... anything new. I didn't care if it was a homeless person on the other line, I was going to get someone excited about what I was selling. By the end of the day I had a new opportunity.... and some momentum.

Welcome to the Sales Life Community! We are so glad you're here💪 Introduce yourself by copying and pasting the questions below👇 1. How long have you been in Sales? 2. What industry do you sell in? 3. What do you love and what do you hate about a life in sales? 4. What is 1 dream you have that fuels your drive to close?