Strategies to Build Momentum and Achieve Sales Success

What’s up, fellow hustlers?

Based on one of my recent training sessions, I want to share some invaluable and actionable insights to help you take your sales game to the next level.

Let me start with an epic story from a recent close because who doesn’t love a good sales victory?

Picture this: I’m in a close, and just when the objection “I need to think about it” comes up, I decide to loop it back and present a new perspective. I remember thinking, “That’s what they all say, but we’ll be signing those docs before we’re done here!”

And you know what? 

It worked like magic. Boom! They signed up for a whopping 16.2k!

Here’s the secret to closing deals like a champ: When a customer hits you with the classic objection, “I want to think about it,” don’t panic. 

Knowing that the objection is just a stepping stone to success is essential. 

Adopt a warrior mentality that pushes you beyond your comfort zone and into action. When you show confidence and conviction, customers can’t help but be drawn to your magnetic energy. 

So, how can you develop this warrior mentality? 

Here’s what you need to do:

Achieve Authenticity through Self-Improvement

We all have different ways of connecting with customers based on our values and beliefs. But being true to yourself and understanding your unique selling style is essential. 

Confidently express your personality, beliefs, and values when engaging with customers. Because you are more likely to listen actively, empathise, and provide tailored solutions that genuinely address the customer’s needs when your interactions are genuine.

Trying to adopt a persona or mimic someone else’s selling style often comes across as insincere: Customers can sense this lack of genuineness and may hesitate to trust or connect with you.

Here’s what happens when you appear as authentic:

• You begin to develop a stronger rapport with homeowners when you radiate integrity and genuine conviction. 
• An environment of trust and openness fosters better communication and understanding between you and the homeowners, helping you build credibility and strengthening the customers’ trust. As a result, they’re more comfortable sharing their needs, concerns, and preferences.
• Embracing authenticity allows you to differentiate yourself from the competition. Each person’s selling style reflects their strengths, experiences, and perspectives. You can create a memorable impression on customers by leveraging these unique qualities and staying true to yourself. 

Remember, it’s not just about making a sale—it’s about building meaningful connections that turn into long-term trust-based relationships. Authenticity is key to achieving that. 

How can you ensure that you come off as genuine? The answer lies in becoming the best version of yourself.

A few key measures can help:

Learn to Sell Yourself Before Selling to Others 

We all know that selling is about persuasion and creating that desire for action, right?

Here’s the kicker: Sales go beyond just selling a product or service. It starts with selling yourself on the idea of taking action every single day.

Let’s start by acknowledging that we often build patterns in our lives where we constantly say we want to make a change but never follow through with it and give up too soon. 

Think about it. How often have you hit the snooze button or skipped your morning workout routine?

Guilty as charged, right? But that’s where we need to push beyond our comfort zone and take action.

Because consistently failing to sell yourself and falling back into old habits can have a disastrous, compounding effect on you. 

I call it the “fat man syndrome”.

So some people go on a binge diet for two months, lose 50 pounds, and then they’ll gain it right back over the next four weeks or months until they’ve consistently said things like, “I’m just like this,” or “I can’t change who I am,” but that’s not true.

“Oh, I woke up at 5:00 AM for a week straight,” and then they’re right back to waking up at 7, 8, 9, 10 o’clock.

This is because they haven’t built that trust to be consistent over time. 

The aroma of freshly baked pizza and sugary doughnuts hit me like a wave at lunch yesterday. I reminded myself of the meal prep waiting in my bag, but the temptation was almost unbearable.

That moment made me realize I had to constantly sell myself healthy habits. It was a battle between instant gratification and long-term goals, and I was determined to emerge victorious. I knew I was investing in myself and my future with my choice then.

There you have it: Whether you want to lose weight, break an addiction, get out of bed on time, or even resist that mouth-watering Pizza, you have to master the art of self-persuasion.  

And how do you do that?

• Self-Assessment 

It starts with honestly assessing where you stand on a scale of one to a hundred when it comes to self-trust and keeping promises to yourself.

Do you trust yourself to show up on time, follow through on family commitments and fitness goals and make the necessary changes to achieve your goals? 

By doing so, you can start to identify where you need to improve and begin taking steps towards building a stronger sense of trust. 

How you speak and present yourself to your customers directly impacts how they perceive you. If you don’t trust yourself or your abilities, it will reflect on how you communicate and interact with them.

Let’s say you’re at a three out of a hundred. Your customers may also view you as a three out of a hundred when trying to close a deal. 

Why?

Because they can sense your lack of energy and trust in yourself, when you keep lying to yourself, the customers start catching up on that energy and assume you’re lying to them. 

This trust deficit can stem from several factors that heavily impact your ability to close deals successfully. 

It can be due to poor time management skills leading you to miss deadlines or poor research into your offering that makes you less confident. It could also be a lack of integrity and honesty, making you tell white lies or operate in grey areas. 

We must sell ourselves daily to stay focused on what truly matters and make choices that align with our goals. 

• Making small changes 

If you’re having trouble building trust within yourself, start small.

Make small but consistent changes over time, and hold yourself accountable. It may not happen overnight, but with time and effort, you’ll build that trust within yourself, and others will take notice.

When you consistently follow through on your commitments, something magical happens. You start to build that trust within yourself, and others can sense it too. They see you showing up as your authentic self, and that energy becomes contagious. It’s no wonder that people are drawn to consistent and trustworthy people.

I often get asked how I’ve built such strong relationships with people. It’s quite simple – I show up as authentically me, and I consistently hold myself accountable to my commitments. Look at closer school live, where 80% of the attendants were from our world; big shout out!

When people can count on you to show up for yourself, they know they can count on you to show up for them too.

But it doesn’t stop there. You see, small wins matter. 

As business owners and leaders, you must also sell your team and customers on the vision and value you bring. Knowing they’re fully subscribed to your vision will give you the confidence to convince prospects.

So make it your mission to inspire and motivate others to take that leap of faith.

Learn to Overcome Resistance and Build Momentum 

Resistance is like a fog holding you back from reaching your full potential. 

Three buying resistance factors hold people back:

1- A lack of clarity and vision 

A lack of clarity can lead you to lose momentum in your interaction. 

The solution? When selling somebody, you must understand that they’re likely hearing about your offering for the first time, even if it’s your third time pitching it. 

Explain the cost, steps required, and value of your offerings. Make it crystal clear, like teaching a fourth-grader. 

We can’t afford to blur the lines or confuse our customers. They need to see the end goal and understand the steps. 

2-The Ego Trap

Resistance to action often stems from the ego. 

When you enter a sales environment, you and your prospects are almost always on different frequencies. 

You need to create affinity Or rapport to be on the same frequency. 

The key to achieving that is to exhibit humility and invite your prospect to do the same. This will make them drop their ego and become more receptive.

Humility breeds trust and allows us to connect deeper. It’s contagious.

When we approach our customers with humility and genuine interest, we create a connection that makes them trust us and be more receptive to our message.

It’s all about mirroring their body language, finding affinity, and leading them into a receptive state where they want to genuinely buy what you’re selling. 

3-Trust

Trust is the foundation of any successful sales relationship, and the lack of it is the biggest reason why people don’t buy.

But, before making the prospects trust you, you need to begin trusting yourself.

You must trust that you have what it takes to make things happen and that your customers will follow.

Why and how? I have explained it in detail in the following section.

Leverage the Three Trust Builders to Develop Authenticity 

Let’s talk about the three builders of trust.

1- Social proof

How are you building social proof into your presentation?

Share before and after photos, testimonials, and reviews from your satisfied customers to help people see the value of your offer.

Let me give you an example.

I recruited a fitness coach with 20 years of coaching experience. He was incredible, and I knew I could trust him to help me achieve my fitness goals.

But what made me trust him even more was when I asked him to show me the people he had helped in the past. He sent me photos of his clients before and after, and I was blown away. It was like this guy lost 50 pounds, that guy lost 20, and I didn’t need any more convincing after that.

“Like, that’s it. Well, just do that to me, bro.”

He didn’t have to sell me that hard. I knew that if he could do it for them, he could do it for me too.

If you need to do a better job showcasing your success stories, you’re missing out on a valuable opportunity to build trust with your audience.

When I knock on doors, I show people my iPad with pictures of everyone I’ve helped. People are more likely to trust you if others have already put their faith in you.

Ensure you incorporate social proof into your presentation and let your success stories speak for themselves.

2- Consistent messaging/Narrative

Picture this: You’re pitching a product or closing a deal and communicating a message all over the place. One moment you’re talking about one thing and the next, you’re discussing something else entirely.

It’s confusing, isn’t it?

At a recent event I attended (It was probably the closer school or solar con), a guy asked me about attending the D2D University. I told him he could get it for $5,000 today or $6,900 tomorrow, and he should decide accordingly.

He called me back the next day and asked me to send over the agreement. And guess what, he wants the same price I had offered the previous day.

I refused, and he lost $1,900 because of his indecisiveness.

Changing your narrative to appease a client can be tempting, but it’s not worth it. Your integrity is priceless, and compromising it for a single sale can damage your reputation in the long run.

Don’t let a single sale compromise your integrity. Stick to your values, and you’ll see the results!

3- Effective Communication

Let’s talk about communication and how it affects the level of trust in your business.

Even negative language patterns can lower the trust level.

You have to be impeccable with your word and be conscious of how you’re communicating with your  customer, how you’re communicating internally in your mind and how you’re communicating with those around you.

 If you say, “I can’t do this,” people won’t trust you as much.

Certain words need to be eliminated from your dictionary if you want to build trust.

For example, instead of using “contract,” I prefer to say “agreement.” It sounds less formal and more cooperative. And instead of “Let’s do it,” I say, “Let’s do this today.” It creates a sense of urgency and need.

Using the same word tracks can create a higher level of trust.

So, eliminate the word tracks that build low trust and adopt ones with high confidence.

Be impeccable with your word and conscious of how you communicate internally and externally.

Embrace the Power of Community

Imagine a place where like-minded individuals unite, build relationships, and push each other to new heights. Seeing people connect, become friends, and push each other to new heights nurtures your mind, body, and spirit. 

And magic happens when we create a sense of community, like at D2DCon. Being part of a supportive community of motivated individuals fuels your progress. The connections you make, and the friendships you forge will inspire and uplift you on your journey.

That’s the power of community! 

That’s why we emphasize the importance of both in-person and virtual interactions. Take advantage of the opportunity to make those personal connections and grow together.

 

Moving the Needle: Implementing Micro Differences for Greater Success 

There you have it, my friends—a short guide on how you can unleash your sales potential and achieve business success. 

You can’t change your entire life overnight, but even identifying and implementing micro differences can significantly impact you. It’s all about those little habits and lifestyle changes.

Sales success is all about those micro differences, the habits, and the warrior mentality that pushes us beyond our limits. 

Let’s adopt clarity, banish ego, and build trust by taking action, staying focused, and making each pitch a masterpiece. Remember, every pitch is new, and every customer deserves our undivided attention. 

Let’s make it happen, one sale at a time.

Go out there, my fellow warriors, and make your mark. Until next time, keep pushing yourself to new heights, and remember, you’ve got what it takes.