year end recap in sales

John, standing in front of his alma mater, San Diego State University, reflects on this year and looks forward to next….. Click on the image above to watch the video.

This week’s article has been contributed by Darleen Santore, aka “Coach Dar”.

We all have to learn to feel good about ourselves and get rid of the negative talk. We have to live life before it’s too late and that means pushing through the negative to get to the positive. We have to learn that we are good enough.

We need to stop doubting ourselves and stop the negative talk. We don’t need to compare or compete with others.

Just because it’s hard now doesn’t mean it will be hard forever. You need to press forward, and if you need help, call for help…reach out. You have great things ahead. Believe it! A bad day doesn’t mean a bad life or a bad year, there’s always light that peeks through the darkness.

You may be nodding your head while you’re reading this and thinking, “Coach Dar is right. I need to stop beating myself up, but how do I do that?” I’m glad you’re thinking this way because that means you’re getting yourself in gear to make a change. You have to begin with a Reset, then Refocus and finally Reframe so that you can Restart. What do each of these mean and how do you go about doing these things?

  1. Reset – Pause and stop doubting yourself. If you’re feeling down, and you’re doubting yourself, make today the reset. Don’t beat yourself up with lies. Don’t let fear of failure get to you. If there’s an area that you need to work on, you have got to reset so you can start fresh.
  2. Refocus – Examine how you’re looking at things. Look at how your time is being spent. Evaluate what is important. If you have a particular sales goal that seems impossible, but you’re not putting the right amount of effort into it, how can you reach your goal? Refocus on what you want to do and see it in a different light. See it as possible.
  3. Reframe – Believe in yourself. Your past doesn’t define you. You are amazing. You have to reframe how you are seeing things. Stop with the guilt. We feel guilty about everything. Stop with the negative self-talk. Stop with the fear of failure. We all fail, but that’s how we learn!

Reset. Refocus. Reframe so that you can Restart.

Put positive affirmations around you. Stop feeling inadequate. Find a community of people that pull you up and encourage you. Enough with not feeling like you’re enough or that you can’t reach your goal.

Commit to “flip the script” of your life today and make yourself the best version of yourself that you can be. So that you can be the best in life, business and relationships. Let’s do this!

For more information about Coach Dar, her individual and group coaching or to book her as a speaker, please visit or email Coach Dar.

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essay paper writers
One definition of selling is “the ability to move others to exchange what they have for what we have “(Dan Pink, To Sell is Human).  A seller can help to facilitate that exchange in ways that are based on value and not just around the product he sells.  When a client engages me to help their sales staff, I ask to interview their top performers.    My purpose is to decode their selling DNA and identify the markers that make them so successful.    These people help others to meet their objectives by selling business value.  There are 3 tactics these top sellers employ:

  1. Get to the cost of the problem today.  Buyers will face any number of problems.  Great sales people help buyers define in totality all the costs those problems bring.  The cost may be non-monetary like low morale or frustration, but costs that strike the bottom line are numbers that are heard by every person involved in making the buying decision.   We worked with a company whose industry is becoming saturated with competitive products, driving down the prices.  When you are the high priced product in the market place it seems every buyer asks about prices first.   Great sellers can shape and frame conversations around the costs of buyer’s problems, not on the price of their solution.   These early conversations around costs helped them sell more and maintain margins in the end.
  2. Tell stories. Stories help the buyers discover for themselves the problems they are facing or the solutions that are needed.  Great sales people have several stories, personal experiences that they share depending on the situation or desired outcome.  They share stories when the conversation lulls and the buyer is unable to articulate problems.  Stories have purpose and you begin them by framing who they are about, their problem, a turning point and a resolution.  We worked with sales people from an internet company who were experiencing problems with buyers who were unable to articulate clearly the problems they were facing.  Sales people began sharing what other buyers in their industry have problems with.   They found that by opening up and sharing some successes and failures of peers that it gave voice to the buyers and they were able to begin sharing.  Stories not only get to problems, they can be used to describe how others use and derive business value from your products.  Stories help people understand.  Great sales people use them and use them in many ways.
  3.  Summarize the conversation in writing. This is a point that all sellers will tell me that they do, but few do it well.  I sell my services to many companies in different industries.  I am constantly referring to the emails I’ve written as follow up after our conversations.  These emails summarize the problems they are facing the costs these problems are causing, the solutions we discussed and value of those solutions, and, of course, the next steps as discussed.  This helps the customer and me keep the focus on the problems we are trying to solve.  Great sales people don’t rely on memory they simplify, write it down, share it with the customer, and allow the customer to give feedback.

These are three techniques that great sales people practice that help them sell on the business value their products will bring.