Dan Lappin’s Post

90% of sales reps go through this... In a world full of uncertainty, Here are 3 things I try to do to stay grounded and focused during cold calls: 1️⃣ Focus on What You Can Control: Prospects buy on their timeline, not yours. Detaching from the outcome allows you to concentrate on your approach, your tone, and your persistence. The market's ups and downs are just part of the game. 2️⃣ Introspect and Improve: If a prospect isn’t interested, it’s a chance to reflect and adapt. The best sales reps constantly refine their pitch and approach, rather than shifting the blame elsewhere. 3️⃣ Accept the Bitter Pill: Not everyone will need what you’re offering, and that’s okay. The key is to find those who do. Once you master this, your process becomes more efficient and effective, almost like it’s on auto-pilot. Sales isn’t just about the outcome—it’s about showing up, learning from each interaction, and continuously improving. Keep pushing forward, and remember: every call is a step closer to success.🏆 #Sales #ColdCalling #SalesStrategy #Mindset #ContinuousImprovement

Perception vs. Reality: Lessons from the Sales Floor Long back, in the early days of my sales career, I thought I had it all figured out. I believed that being a sales hotshot meant never taking no for an answer and pushing through every obstacle with sheer grit. Oh, how wrong I was! My perception of sales success quickly crumbled when I faced a string of rejections and missed targets.I felt like a total flop, questioning my skills and wondering if I was cut out for this job at all. But little did I know, these failures were actually the key to unlocking my true potential. With each stumble, I learned invaluable lessons. I realized that active listening, empathy, and genuine problem-solving were way more powerful than any high-pressure tactics. I discovered that building trust and long-term relationships with clients was the real secret sauce to sales success. Armed with these newfound insights, I transformed my approach. Instead of dreading rejection, I embraced it as an opportunity to learn and grow. I focused on understanding my clients' needs and tailoring solutions that truly made a difference in their lives. And you know what? It worked like a charm! My sales numbers soared, and I found myself not just hitting targets but smashing them out of the park! But more than that, I discovered the joy of making meaningful connections and helping others succeed. That, my friends, is the true measure of a sales rockstar. 🌟 So, if you're facing setbacks in your sales journey, don't sweat it! Embrace the lessons, keep pushing forward, and know that every failure is just a stepping stone to your ultimate success. #SalesStruggle #FailForward #LessonsLearned #SuccessMindset

Better late than never. I must say this is more cliché rather an actual practice, because it is very hard to start when we are late. Imagine to unlearn inefficient sales mindset and relearn new, better sales approach, after being a salesperson for more than 15 years. I take a leap of faith with Christina TAN Min Shyan and her Sales Symphonyᵀᴹ, and I am grateful that I started with her. Last Tuesday, I had my first follow up session with her and she understood that mind transformation is a journey. She dropped candid questions and role plays that helps me to think harder. There are times during my discussion with her, I am reminiscing, and now with understanding, why my previous leaders asked those hard questions. Because it is necessary to bring out the hard truth to the surface. My key takeaway from my session with Christina: 🤝 Meet People not Filling in Excel or PPT deck: Those decks and excel sheet are important, but it will not do our work. Follow up with calls, invites, activities and generate curiosities with prospectuses. 🔊 Be Innovative and Curious: Stay curious and help our clients to think what can be good and best for them through our services. Clients would invest with those who are invested in them. 🚶♂️ Move On: Sometimes we just encounter a mismatch, and it is nobody's fault, and we need to move on fast. Capture the next cycle and remember the first 2 points Thank you Christina for dropping important gems based on your experiences and more importantly to invest your time beyond the course to help us to be a better sales person and leader. For my appreciation, I got her to pose on our zoom call last Tuesday! 😁 😁 😁

The Self-Sabotage of Sales Professionals Is you inner voice defeating you? CEO Casey “Blade” Cunningham shows you both the problem and the solution in her most recent post: "Not surprisingly, a negative self-perception is devastating for sales professionals who must confidently take risks, pursue high-value opportunities and engage effectively with clients. Eventually, having low self-esteem becomes self-fulfilling – reducing motivation, limiting productivity and achievements, hindering professional growth, and lowering team effectiveness." https://lnkd.in/e8Ax3Cv4 

Sales reps often have all the opportunities they need... it’s how they approach those opportunities that makes the difference. The right mindset involves taking responsibility for each interaction, adapting your approach, and focusing on what you can control. Even a challenging situation can turn into a successful sale when you shift your perspective, listen carefully, and meet the customer where they are. Approach every sales call with the right mindset and you’ll turn those opportunities into sales. You got this! Happy Selling! _________________________________________________________ Join our community of sales pros who receive daily tips, exclusive content, and the motivation needed to excel. Let us help you start each day with a winning mindset and the drive to succeed on your sales journey. https://lnkd.in/gjaZK5ci #InHomeSales #SalesTips #Motivation #SalesSuccess #AlwaysBeClosing #SalesSuccess #ClosingTechniques #TheClosersMindset #InhomeSalesPros #SalesProfessionals #TheSalesMindCoach #TipOfTheDay #HomeImprovementIndustry

I’ve spent the last 14 years in Sales, trained and coached numerous reps (both junior and senior), and joined hundreds, if not thousands, of calls. There’s one mistake I see over and over again in discovery calls: They show up unprepared. Many salespeople bring basic questions and don’t dig deeper when they should during the call, because they are not "in the moment". Discovery calls, however, are not just a checkbox to move a lead to the next stage. They’re key moments to understand if there’s a match with the prospect. The (not so) secret sauce to successful discovery calls? Do your homework and be curious. 1. Research the prospect: Show you’ve put in the effort. 2. Prepare some initial questions: Support the discovery process. 3. Be curious and present: Curiosity helps you ask deeper questions and leave the right impression. This might not sound like a game-changer, but I've had a few bad and good calls over the past years, and what made the difference has always been my willingness to make a success story out of a discovery call!

I was chatting with someone I mentor today and she stated "I feel like I'm being pushed to close the deals too fast. I don't know if they are good deals or not."🤦♀️ Ever felt the high-pressure rush to close deals quickly? Remember, sales is a marathon, 🏃♀️not a high-speed chase.🚔 Quick sells can miss vital intricacies. Investing time to understand our clients, build trust, and align with their needs creates a more seamless and reliable sales process- a win-win for all.🏆 Here's your go-to mantra: It's not about the fastest close, it's about the RIGHT close. 👍 Trust and value might take time to build but are key pillars for sustained success. And remember, the wrong customer is a churn risk. 📉 Isn't it time we rethought our pace in sales? Let's connect and share strategies to turn the sales sprint into a rewarding marathon. #saleskills #salestraining

🌟 Proud to work in sales: A journey of resilience and ownership 🌟 As we approach the end of the fourth quarter and sales year, it makes me reflect. Sales is not for the faint of heart. It’s a profession that demands resilience, ownership, and an unwavering belief in the journey, even when the odds feel stacked against you. Here’s what I’ve learned: 👉 Accept your current situation: No excuses. The "excuse department" is closed. You must confront the reality of where you are today—even if it’s not where you want to be. Progress starts with acknowledging the truth. 👉 No hero stories needed: Sales isn’t about spinning tales of perfect victories. It’s about raw, unfiltered experiences where you learn and grow. The best stories are the ones without a hero—just grit, perseverance, and small steps forward. 👉 Discipline + Faith: ✅ Discipline to accept the harsh realities and still show up every day, ready to improve. ✅ Faith to believe you’ll prevail, no matter how long it takes. Bad sales days happen. But what separates top performers is their ability to keep going, knowing the next win is around the corner. Proud to work in sales. Proud of the lessons it teaches every single day. Proud of the resilience it builds. If you’re in sales: What’s one lesson that’s stuck with you? Let’s share and grow together! 🚀 #SalesMindset #Resilience #DisciplineAndFaith #SalesLife #NoExcuses

Sales reps know that success is built on persistence and resilience, facing rejection after rejection with the determination to keep going. The right mindset means understanding that every “no” is just a step closer to the “yes” you’re working toward. To make the sale today, ask for the business confidently… not once, but 4 or 5 times throughout the conversation and when delivering the pricing. Tailoring your approach each time to address the customer’s concerns and then gentle guiding back to asking for the order. With this determination, you’ll show the customer your belief in the value you offer and turn those “no’s” into the “yes” that makes all the difference. You got this closer, it’s going to be a great day to sell today! Happy Selling! _________________________________________________________ Join our community of sales pros who receive daily tips, exclusive content, and the motivation needed to excel. Let us help you start each day with a winning mindset and the drive to succeed on your sales journey. https://lnkd.in/gjaZK5ci #InHomeSales #SalesTips #Motivation #SalesSuccess #AlwaysBeClosing #SalesSuccess #ClosingTechniques #TheClosersMindset #InhomeSalesPros #SalesProfessionals #TheSalesMindCoach #TipOfTheDay #HomeImprovementIndustry

80% of sales require 5 follow-ups—but 44% of salespeople give up after one. Think about that. Most of the time, it’s not the 'one-and-done' effort that wins. It's the grit to keep showing up, to follow up repeatedly, even when there’s no response or interest. This is where the real game is won. Persistence isn’t just a sales tactic; it’s a mindset. It’s about being willing to go beyond what most are comfortable with. And it’s not about being pushy—it’s about being present. You’re there when the prospect is ready, precisely when they need you. The difference between closing a deal and missing out? Often, it's just one more follow-up. Keep showing up. Keep adding value. And keep proving you’re in it for the long game. #SalesMindset #Persistence #KeepShowingUp #SalesTips #NeverGiveUp