Free Ebook Intrepid Selling Mini Series: 365 Tips, Tactics and Strategies For Success in Sales & Life

Intrepid Selling
Mini Series
365 Tips, Tactics & Strategies
For Success In Sales & Life
By Mike Adams
www.mikeadamscg.com

365 Days of Success Tips, Tactics &
Strategies
By Mike Adams
www.mikeadamscg.com 2
© Mike Adams 2014

© Mike Adams 2014
365 Days of Success Tips,
Tactics and Strategies
How to use this book:
• These tips, tactics and strategies are short
bites for you to use and interpret as you
see fit.
• They are my slant on things; you may not
agree and that’s ok.
• The book has been designed to be one
page per day, but you can read as many as
you like in one sitting.
• Don’t just read through the tips passively;
read it and apply it in some way into your
thinking or life.
• There is a heavy bias towards sales
through this book; but with some creative
thinking you can apply it to your situation.
• If you like something and want to share it
please do.
• Don’t read it just once; as with most things
worth while reading, repetition is king.
• Enjoy it, please.

© Mike Adams 2014
#1
If people are criticizing
you...do more! It's a
sign to expand not
retreat.

© Mike Adams 2014
#2
The brief for TED Talks:
“20 minutes to change
the world.”
What's the brief you give
your people? Anyone can
shine for 20 minutes -
but do you give them
permission to?

© Mike Adams 2014
#3
Cultivate your
unorthodox side.
It's unexpected and it's
engaging. Cut through
the ordinary and stand
out.

© Mike Adams 2014
#4
Everything you want is
your responsibility. If you
don’t have something
you want in your life yet,
it’s because of you; So go
and make it happen

© Mike Adams 2014
#5
Sales organisations must
accept that they have to
evolve the way in which
they are selling their
products…Just because
they buy from you today
doesn’t mean they will
buy from you tomorrow!

© Mike Adams 2014
#6
"Pressure is a privilege"
Stop complaining.
Be grateful.

© Mike Adams 2014
#7
Sales managers: "seeing
around corners" is an
imperative of your role.
Spot the train wreck
before it happens.

© Mike Adams 2014
#8
Daily & consistent
disciplines MULTIPLY
your outcomes - but you
have to stick at them
long enough to see
results. Too many quit
too soon.

© Mike Adams 2014
#9
Take your sales target,
x by 4.
Plan to hit that number.
Notice what changes
about how you approach
your work.

© Mike Adams 2014
#10
Want to be in sales
management?
Do you have the skills to
drive your income
through other people’s
efforts?

© Mike Adams 2014
#11
Entry sales jobs
suck…hard work, low
pay.
Stick at it though
because senior sales jobs
pay big!

© Mike Adams 2014
#12
Anticipate objections and
build a message that
handles them before
they show up as
objections later.

© Mike Adams 2014
#13
Ensure your value
proposition solves
customer problems or
satisfies their objectives.

© Mike Adams 2014
#14
Things are not too
expensive, you just don't
have enough cash...yet.

© Mike Adams 2014
#15
Uncover the true
customer need - be agile
enough to create the
solution.

© Mike Adams 2014
#16
Leadership Discipline:
lead yourself first. Others
will tend to follow...

© Mike Adams 2014
#17
Leadership Discipline: be
authentic. You can't fake
sincerity! It's not worth
the effort.

© Mike Adams 2014
#18
your front stage matches
your backstage. Don't
make it an act.

© Mike Adams 2014
#19
make people feel like
they are the most
important person in that
moment. Be present.
Listen

© Mike Adams 2014
#20
EVERY body counts. Treat
the cleaner the same
way as the CEO

© Mike Adams 2014
#21
always leave a person in
better shape after your
interaction

© Mike Adams 2014
#22
always leave an
environment better than
when you entered it.
Clean up after others!

© Mike Adams 2014
#23
Leadership discipline:
always be the best
dressed person in the
room

© Mike Adams 2014
#24
Often expansion in one
area of life forces
expansion in other areas

© Mike Adams 2014
#25
Seller "Here is WHY
people use us..."
Buyer: thinks 'Hmm
that's me...' "Tell me
more...."
Engage then sell.
Not sell & hope you
engage!

© Mike Adams 2014
#26
I meet entrepreneurs
with very cool business
ideas; but cool ideas
alone don't make sales.
Learn how to sell your
idea. Please! It's too cool
to fail

© Mike Adams 2014
#27
"Can you present your
solution to our team
along with the other
vendors?" "No. Not
without speaking to the
project owner first."

© Mike Adams 2014
#28
"We don't know who
your company is.."
"What's more important
to you, our heritage or
your results?”

© Mike Adams 2014
#29
Exercise: throw out the
rule book and just
rewrite the rules - see
what changes

© Mike Adams 2014
#30
Are you a product of
your environment? "I sell
this way because we all
do & that's the way it's
done.." - is this you?

© Mike Adams 2014
#31
Think sales consulting,
think Mike Adams. That's
an order!

© Mike Adams 2014
#32
Hire ambition. But know
how to uncover if it's
genuine...

© Mike Adams 2014
#33
Your competition is only
relevant if you plan on
benchmarking against
them. If you are both the
same, one of you is
irrelevant

© Mike Adams 2014
#34
"Impossible...sorry, not
sure I am familiar with
that word."

© Mike Adams 2014
#35
No one hiring sales
people? Go and create
employment...if you can
make a company money
you will find a job!

© Mike Adams 2014
#36
Don't send a proposal
unless you have in
principle agreement.
Don't waste your time

© Mike Adams 2014
#37
Are you missing
opportunities to close
sales for fear of asking
the question..?

© Mike Adams 2014
#38
Don't give fear time. Just
dial, just hit send, just say
yes...just act

© Mike Adams 2014
#39
"How do I know you are
right for our business?"
"Maybe we are not. tell
me what you need and I
will tell if we are right."
Stop auditioning

© Mike Adams 2014
#40
Buyer “ What have you
got for me?"
Seller ” What are you
after...?"
Don't pitch; explore

© Mike Adams 2014
#41
Sales pros: learn what a
buying signal looks and
sounds like!

© Mike Adams 2014
#42
Sales pros: the key to the
sale is in the answers
your buyers are giving
you...

© Mike Adams 2014
#43
Sales pros: please shut
up and listen. You are
missing so many sales
opportunities because
you spoke over your
buyer

© Mike Adams 2014
#44
Sales pros: do you make
it easy for people to buy
from you?

© Mike Adams 2014
#45
If someone is helping you
make more money/sales,
don't stop them!

© Mike Adams 2014
#46
CEOs: talk to your
customers. Live first hand
what your sales people
are experiencing

© Mike Adams 2014
#47
Sales leaders: your team
not performing? It's your
team...you created it.
Don't look at them, look
at you

© Mike Adams 2014
#48
Sales leaders: hire the
right attitude, train in the
right skills

© Mike Adams 2014
#49
CEOs: walk the sales
floor. Observe first hand
what's going on/wrong

© Mike Adams 2014
#50
CEOs: you've read the
report & had the
meeting.
Now go and see for
yourself

© Mike Adams 2014
#51
Sales leaders: your best
recruitment tool is to
retain top talent

© Mike Adams 2014
#52
Want to add value to
your customers? Close
them! Get a valuable
product/service into
their hands!

© Mike Adams 2014
#53
Take time to do some
deep thinking. Shut out
the noise. Remove
distractions. Find a quiet
place. Think.

© Mike Adams 2014
#54
Thought for the day:
What can I do better
than anyone else in the
world? Then build a
career around it

© Mike Adams 2014
#55
Sales/business leaders:
how do you ensure that
you stay ahead of your
team. Read more, listen
more, attend more,
create more, learn more.
No excuse

© Mike Adams 2014
#56
As a leader the new
imperative is to be both
microscopic and
telescopic focused- at the
same time!

© Mike Adams 2014
#57
Start up tip: sell and
COLLECT cash! Get paid
upfront. Make it easy

© Mike Adams 2014
#58
Starting a business? - I
still don't have a logo!
But I do have customers.
Know your priorities

© Mike Adams 2014
#59
Start up mistake:
Strategic partnerships -
symbiotic partnerships -
tactical alliances.... Just
go and win some
business! Sell!

© Mike Adams 2014
#60
Sometimes I consult with
start ups.
No.1 priority: sales.
Everything else is second

© Mike Adams 2014
#61
Best advice.
Mentee to mentor ” I
have a problem..."
Mentor "so fix it."
Simple.

© Mike Adams 2014
#62
It's Wednesday…perfect
day to step into a bigger,
better, stronger version
of you.

© Mike Adams 2014
#63
Ordinary is easy.
That's why most people
settle for it.
Be extraordinary instead

© Mike Adams 2014
#64
Change is hard - that's
great news! Most people
therefore won't bother;
& this makes it easier to
stand out

© Mike Adams 2014
#65
Try not to just "sell"
someone today, help
them instead

© Mike Adams 2014
#66
Successful people don't
like doing difficult
disciplines either but
they do them anyway!

© Mike Adams 2014
#67
As you become more &
achieve more- remember
to celebrate the mini
wins and the grand wins

© Mike Adams 2014
#68
Who is your success
partner? Find someone
to keep you accountable
and vice versa.
Meet regularly

© Mike Adams 2014
#69
Don't focus on the
sacrifice but rather on
the results of the new
discipline

© Mike Adams 2014
#70
Get ahead of your
competition and then
compete with yourself

© Mike Adams 2014
#71
Intrepid = bold,
audacious, adventurous
Selling = the only option!
If you are going to be
selling anyway, may as
well be intrepid!

© Mike Adams 2014
#72
If there is no way out of a
situation - find a way to
go further in

© Mike Adams 2014
#73
Most people follow the
recommended
guidelines. That's the
problem. Don't be like
most people- be different

© Mike Adams 2014
#74
Say yes to opportunities;
but only those that
support your mission.
Don't have a mission?
Better get one soon!

© Mike Adams 2014
#75
Get busy building your
goals and dreams or
spend your life building
someone else's

© Mike Adams 2014
#76
Big brands post x times
on social media. So what!
If you are not big, do
more

© Mike Adams 2014
#77
Use your job to make
enough money to de-risk
your leap into your
dream career or business

© Mike Adams 2014
#78
Sales is a vehicle. Use it
to create what you want
in life

© Mike Adams 2014
#79
You want more?
Be more and do more.
It's pretty simple

© Mike Adams 2014
#80
There is a constant in
everything that happens
to you. You.
You may play a bigger
part than you think

© Mike Adams 2014
#81
Accept that you are part
of the problem. Only
then can you also be the
solution

© Mike Adams 2014
#82
Step 1 - write clear goals.
Step 2 - WHO do you
need to become to
achieve them?
Not "how" but "who”

© Mike Adams 2014
#83
Certainty wins over
doubt every time.
Be certain - crush your
prospect's doubt

© Mike Adams 2014
#84
People trust strong
leaders...lead the sale

© Mike Adams 2014
#85
"I've got your back." -
said very few sales
people to too few
prospects…

© Mike Adams 2014
#86
People buy from people
they trust.
Being liked is a bonus

© Mike Adams 2014
#87
Business leaders: avoid
the admin trap in your
sales department....

© Mike Adams 2014
#88
"What can you do for
me?"
"Not sure I can do
anything, what are you
looking for?"
Don't audition - explore
value

© Mike Adams 2014
#89
Sensory acuity: is your
prospect onboard the
journey? Have they
shifted with you? Are
they more excited? If not
- ask them why not!

© Mike Adams 2014
#90
Step away from the sales
pitch and talk human to
human

© Mike Adams 2014
#91
Expand through
challenges
Blast through obstacles
Smash through problems
Never retreat

© Mike Adams 2014
#92
Change for the better or
don't change...

© Mike Adams 2014
#93
10 years progressive
experience is very
different from 1 years
experience repeated 10
times

© Mike Adams 2014
#94
Because common sense
isn't that common.
People tend to pay a lot
for it!

© Mike Adams 2014
#95
Common, recurring
objections can be a
simple reflection of your
own concerns

© Mike Adams 2014
#96
There is a difference
between constructing a
sale and constructing a
proposal...

© Mike Adams 2014
#97
The highest ROI of any
investment is to invest in
yourself.
The ROI is massive (and
tax free!)

© Mike Adams 2014
#98
Be ok to say 'no'.
"Can you send me
options and pricing?"
” No. Not yet. Not until I
know your explicit
requirements."

© Mike Adams 2014
#99
Astound your customers
at every touch point.
Offer so much value they
can't dream of buying
from anyone else

© Mike Adams 2014
#100
Speak your customers
language.
Enter their world.
Be situationally fluent

© Mike Adams 2014
#101
Sales leaders: everything
you do; coaching,
meetings, advice,
culture, incentives - must
support the number$

© Mike Adams 2014
#102
Sales leaders: you want
your people to say that
this is the best job they
have ever had, working
for you

© Mike Adams 2014
#103
Sales leaders:
Make your people $$.
Close business for them.
Make them successful

© Mike Adams 2014
#104
Power tip: record
speaking your written
goals and affirmations
into your voice memo
app on iPhone.
Listen to it all day

© Mike Adams 2014
#105
Action - that's really the
consistent answer to a
lot of issues

© Mike Adams 2014
#106
Hold yourself to high
standards

© Mike Adams 2014
#107
Sales leader daily que.s:
Are my guys good to go
today?
What can I do to help
(name) today?

© Mike Adams 2014
#108
Sales leaders/managers
your goal: to be the best
boss your people have
ever had

© Mike Adams 2014
#109
How do you motivate
your sales team?
Be a highly motivated
person first and foremost

© Mike Adams 2014
#110
How about this: don't
watch movies, make
them

© Mike Adams 2014
#111
Here's a slant on things:
don't just read books,
write them

© Mike Adams 2014
#112
Don't study history, be
part of history

© Mike Adams 2014
#113
Airport tip: move fast &
get ahead of the crowd.
Queues at immigration
and taxis can delay you.
Don't waste time in an
airport!

© Mike Adams 2014
#114
Airport tip: check if you
qualify for fast track,
echannel, APEC card etc.
for your region and
frequent destinations -
saves a lot of time!

© Mike Adams 2014
#115
Airport tip: get a credit or
charge card that gives
you travel perks; lounge
access, airline
membership status,
miles, airport limos etc.

© Mike Adams 2014
#116
Airport tip: never check
in luggage. Learn how to
pack light or pack well.
You don't need as much
as you think

© Mike Adams 2014
#117
Use airport time to
create content, write
articles, film videos etc.

© Mike Adams 2014
#118
Stop just selling and try
listening

© Mike Adams 2014
#119
Stop just selling and build
a relationship

© Mike Adams 2014
#120
influencing

© Mike Adams 2014
#121
Stop just selling and
challenge peoples
thoughts, ideas and
opinions

© Mike Adams 2014
#122
adding value

© Mike Adams 2014
#123
educating, informing and
provoking

© Mike Adams 2014
#124
Stop just selling and
explore value

© Mike Adams 2014
#125
Are your sales people
"asleep"?
That's a sales leadership
problem.
Wake them up!

© Mike Adams 2014
#126
Times change...are you
following or catalyzing
the change?

© Mike Adams 2014
#127
Disruption: messy at the
start but worthwhile at
the end

© Mike Adams 2014
#128
Be unorthodox

© Mike Adams 2014
#129
My concern following
"recommendations" is
that they are designed
for the average
business/person.
Who in their right mind
wants to be average?!

© Mike Adams 2014
#130
It's better to fail because
you tried than to fail
because you didn't

© Mike Adams 2014
#131
You can't solve an
objection with the same
perspective. Learn to
master the re-frame

© Mike Adams 2014
#132
Two types of objections:
Capability objections and
Value objections
Know the difference

© Mike Adams 2014
#133
You can't solve an
objection with the same
information that created
it

© Mike Adams 2014
#134
"This costs too much"
"It costs too much?"
Tactic: feed it back to
them...see what
happens!

© Mike Adams 2014
#135
How do you manage
objections effectively?
Stop creating them!

© Mike Adams 2014
#136
Tequila shots at 8.45am
in the morning sales
meeting might not be
orthodox but it certainly
wakes everyone up!

© Mike Adams 2014
#137
Small business; don't
think about PR,
advertising or
sponsorships
etc...optimise social
media first. It's free &
powerful

© Mike Adams 2014
#138
Choice:
a)$100k to solve a
problem in 40 minutes
or
b)$25k over 6 months,
problem not solved

© Mike Adams 2014
#139
Don't pay for a
consultant's time.
Time is irrelevant.
Pay for impact/progress;
and hope it happens fast!

© Mike Adams 2014
#140
The key is to play, not
spectate...

© Mike Adams 2014
#141
Fail in spectacular
fashion

© Mike Adams 2014
#142
Make today a slam dunk!

© Mike Adams 2014
#143
Commission Structures -
simplicity is key

© Mike Adams 2014
#144
Clear your runway for
take off.
Remove distractions.
Clear away the clutter

© Mike Adams 2014
#145
Contrarian views:
orange juice isn't healthy.
Cardio doesn't burn
much fat.
Milk doesn't help your
bones.
Challenge what you have
been told

© Mike Adams 2014
#146
What you do and how
you do it won't drive
action from your buyers.
The value and the "why"
will

© Mike Adams 2014
#147
There are no secrets or
tricks to success - it's just
action!

© Mike Adams 2014
#148
Journal freely.
Journal often

© Mike Adams 2014
#149
"How much do you
cost?"
"Given the ROI -
nothing..!"

© Mike Adams 2014
#150
To business owners: how
disruptive have you been
in your industry lately?

© Mike Adams 2014
#151
"What specifically do you
need to see for this to be
a deal?"

© Mike Adams 2014
#152
Entry level sales people.
Productivity tip: out work
your lack of skill

© Mike Adams 2014
#153
Sales pros: expand your
actions to fit your
dreams. Don't shrink
your dreams to fit your
limitations

© Mike Adams 2014
#154
Weak sales people lay
hidden in strong
economies.
Don't wait to find that
out when times are
tough

© Mike Adams 2014
#155
Remember to enjoy the
journey - that's part of
the reward

© Mike Adams 2014
#156
Are you carrying weak
sales people? If yes,
equip them or upgrade
them!

© Mike Adams 2014
#157
What are your top 5
objectives for today..?

© Mike Adams 2014
#158
Big library = big life

© Mike Adams 2014
#159
You don't see the world
the way it is, you see the
world the way you are.
Change you and the
world changes

© Mike Adams 2014
#160
Customer experience is
the buzz word but it's a
given! Focus on customer
acquisition...

© Mike Adams 2014
#161
Scenario: your sales team
is in a slump. Bad
managers kick them
when they are down and
lift them when they are
up. Strong managers do
the opposite

© Mike Adams 2014
#162
Scenario: sales rep fails -
where do you look first?
Manager or rep?

© Mike Adams 2014
#163
Sales leaders: You make a
new sales hire; how do
you make their
onboarding the best start
to any job they have ever
had?

© Mike Adams 2014
#164
Sales is a process not a
prescription

© Mike Adams 2014
#165
Remember to take time
to stop, think, recharge
and rejuvenate. Get
ready for the next
charge!

© Mike Adams 2014
#166
Pay now play later.
Play now pay later

© Mike Adams 2014
#167
Be part of the solution;
not part of the problem

© Mike Adams 2014
#168
"I don't know." =
no value
"Great question, let me
look into that."= value.
Suggest a solution not a
problem

© Mike Adams 2014
#169
Just because you don't
believe it doesn't mean it
can't be done. Someone
is doing it, why not you?
Be intrepid

© Mike Adams 2014
#170
100% responsibility =
total freedom.
No longer at the 'effect'
side of the cause and
effect equation

© Mike Adams 2014
#171
Price yourself the same
as your competition and
be thought of as just one
of many providers.
Be different

© Mike Adams 2014
#172
A high price can be a
strong differentiator

© Mike Adams 2014
#173
Disrupt what is obvious.
Challenge the norm.
Go blue ocean.
Be intrepid

© Mike Adams 2014
#174
Start up CEOs get face to
face with your
customers...don't
delegate to your "sales”
staff...know what your
customers need

© Mike Adams 2014
#175
Client “ We want x"
"Why?"
Shift from what they
want to do to why they
want to do it

© Mike Adams 2014
#176
What is your ACTUAL
differentiator? Do your
customers know it? And
do they care??

© Mike Adams 2014
#177
Client in Barbados “Can
we Skype at 5.45am your
time?"
Me “sure, earlier if you
like?"
Perform while your
competitors sleep

© Mike Adams 2014
#178
Managers are all about
"me"
Leaders are all about
"you" & "we"

© Mike Adams 2014
#179
Do you a) do things right
or b) do the right thing?
a) Manager b) Leader
Which one are you?

© Mike Adams 2014
#180
Managers are tolerated.
Leaders are celebrated

© Mike Adams 2014
#181
Be nicknamed "the
scarecrow" - because you
stand out in your field

© Mike Adams 2014
#182
Be such an impactful
leader that people never
want to leave you

© Mike Adams 2014
#183
How joinable are you?
Does top talent fall over
themselves to work for
you?

© Mike Adams 2014
#184
Do your people say that
this is the best job they
have ever had...because
of you?

© Mike Adams 2014
#185
Don't blame technology
for your lack of
execution.
Technology works as well
as the user enables it to

© Mike Adams 2014
#186
The fundamentals don't
change; the way in which
they are delivered is the
difference.
Work on delivery versus
reinvention for changes
sake

© Mike Adams 2014
#187
Adapt, innovate and
advance

© Mike Adams 2014
#188
Success = relentless work
and refinement of your
craft

© Mike Adams 2014
#189
Choice: Make excuses or
become a sales master.
You can't do both

© Mike Adams 2014
#190
Multi tasking=busy, but
optimal?
Single tasking=dedicated
focus on ONE task until
completion to mastery
levels

© Mike Adams 2014
#191
Be strong

© Mike Adams 2014
#192
Don't worry about what
people are thinking
about you. Honestly, they
are barely thinking at all,
let alone about you!

© Mike Adams 2014
#193
How will you reinvent
and innovate over the
coming months and
years...

© Mike Adams 2014
#194
Sales pros; What is your
morning "warm up"
routine? You don't have
one?? Consider yourself
an amateur!

© Mike Adams 2014
#195
You might only get 1-2
opportunities in a day to
sell...make sure you
SHINE when the
opportunity arrives.
Be prepared

© Mike Adams 2014
#196
In 30 seconds, why
should someone buy
from you?

© Mike Adams 2014
#197
People who take orders
are order takers not sales
people.
New economy needs sale
people not order takers!

© Mike Adams 2014
#198
Capability gap: lack of
capability to execute the
strategy. Surprising how
many organisations don't
equip their people to
execute

© Mike Adams 2014
#199
To sales leaders: Want to
have real impact?
Make your people
wealthy;
more than they ever
expected and in all forms
of wealth

© Mike Adams 2014
#200
Imagine knowing how
much money you are
going to make each
month; & knowing that
you can't change it.
Ditch the job-get into
sales

© Mike Adams 2014
#201
A sales "job" is not a job;
it's a wealth creation
vehicle!

© Mike Adams 2014
#202
Sales professionals: use
your sales job as a way to
create the life and
experiences you want to
live

© Mike Adams 2014
#203
To sales trainers: People
will only learn what they
think they need to learn

© Mike Adams 2014
#204
Sales targets that are
given to you are never as
motivational as sales
targets you give yourself

© Mike Adams 2014
#205
Be Authentic

© Mike Adams 2014
#206
Maintain perspective: "I
cursed that I had no
shoes on my feet, until I
saw the man who had no
feet." Persian proverb.

© Mike Adams 2014
#207
Model those who you
aspire to be like...but
always be your version

© Mike Adams 2014
#208
Be unorthodox, stand
out, be different, be an
object of interest, be
memorable, break the
"rules"

© Mike Adams 2014
#209
Don't forget the team
that makes the
performance possible.
Team = staff, managers,
customers, non
costumers, fans...

© Mike Adams 2014
#210
Let's not over complicate
it!

© Mike Adams 2014
#211
Decide. Commit.
Succeed.

© Mike Adams 2014
#212
Offer so much value, in
addition to what you are
being paid to do, so that
your customers wouldn't
dream of doing business
with anyone else

© Mike Adams 2014
#213
I have said it for a while
now, the world belongs
to those who hustle!

© Mike Adams 2014
#214
The unknown - go and
explore it

© Mike Adams 2014
#215
If you are in sales or
business - in fact, if you
are alive, you need to
know how to sell and
negotiate! Don't think
you are not in sales

© Mike Adams 2014
#216
Don't live hesitating...

© Mike Adams 2014
#217
I am a big fan of setting
goals.
I am a HUGE fan of doing
goals

© Mike Adams 2014
#218
Pursuing personal
success is not a selfish
act. Your success will
impact and serve
everyone around you

© Mike Adams 2014
#219
Someone has to stick
their neck out above the
crowd...may as well be
you!

© Mike Adams 2014
#220
Be stronger than your
excuses

© Mike Adams 2014
#221
Practice, dedication,
focus, training, hours &
hours of work, relentless
determination - this all
precedes pay day

© Mike Adams 2014
#222
Overnight success takes
years...

© Mike Adams 2014
#223
Sales pros: Become
stronger. Become bullet
proof. It's just a decision

© Mike Adams 2014
#224
Where will today's
journey take you?

© Mike Adams 2014
#225
In a business deal you
make money getting
INTO the deal; not just at
the back end...be smart

© Mike Adams 2014
#226
Negotiate the right
package for you up front
- make sure it pays: avoid
perks clouding your
judgment....

© Mike Adams 2014
#227
Don't be a victim: you
are more resourceful
than you think

© Mike Adams 2014
#228
Attitude: it is THE
difference in everything!!

© Mike Adams 2014
#229
In business position
yourself in front of the
next big wave...

© Mike Adams 2014
#230
Believe in yourself!

© Mike Adams 2014
#231
Readers are leaders

© Mike Adams 2014
#232
Remember to make
mistackes...

© Mike Adams 2014
#233
Remove the cause, no
more symptom…

© Mike Adams 2014
#234
Be a closer: "I want a
discount"
" I'd be surprised if you
didn't! But I am not
moving on price. So it's
decision time...let's do
this..."

© Mike Adams 2014
#235
Welcome the critics -
that's how you know you
are on course

© Mike Adams 2014
#236
Sales targets: set yourself
a far bigger personal
target, do the activity to
hit the big target. Come
up short. Nail the
company target

© Mike Adams 2014
#237
Be dangerously good:
"how are you?"
"Feeling dangerous good
today..."
Stand out

© Mike Adams 2014
#238
Create a buying
atmosphere - people
love buying: so let them
buy from you!

© Mike Adams 2014
#239
Take your buyers on a
buying journey

© Mike Adams 2014
#240
Be more adventurous - in
sales and business

© Mike Adams 2014
#241
The higher the fewer!
Get into rare air

© Mike Adams 2014
#242
How big is your fight?

© Mike Adams 2014
#243
Sales: meet an objection;
reframe thinking=new
perspective=new
decision. Close the sale

© Mike Adams 2014
#244
Set and accomplish 5
small goals each day

© Mike Adams 2014
#245
Turn idols into rivals...

© Mike Adams 2014
#246
Certainty and doubt. Kill
your doubt with certainty

© Mike Adams 2014
#247
Commit to being the
best: "I am not saying I
will be the best
[insert],but I will
definitely be in the top
1!"

© Mike Adams 2014
#248
Companies fail because
of the "Capability Gap".
Their people are simply
not good enough to
execute at high enough
levels of performance

© Mike Adams 2014
#249
Ownership.
Accountability.
Responsibility.
No room for blame,
excuses and denial

© Mike Adams 2014
#250
Oscillate between bursts
of intense activity and
recovery - sustain high
performance

© Mike Adams 2014
#251
Simple yes, but nobody
said it was easy!

© Mike Adams 2014
#252
Be expectant

© Mike Adams 2014
#253
Disappointment is
optional

© Mike Adams 2014
#254
Excuses are a waste of
time...

© Mike Adams 2014
#255
Take chances.
Be bold.
Be daring

© Mike Adams 2014
#256
Are mistakes actually
mistakes?

© Mike Adams 2014
#257
Progress vs perfection

© Mike Adams 2014
#272
Lawyers keep asking
questions in a different
way until they get the
answer they want.
There is a sales
application here.
Explore & uncover.

© Mike Adams 2014
#272
Sales professionals; get
focused on achieving
your OUTCOME so that it
has an impact on your
INCOME

© Mike Adams 2014
#279
Shift the focus from
inputs to OUTPUTS.
Why? Much higher value
work & better results and
satisfaction for everyone
concerned

© Mike Adams 2014
#280
Great business model:
Invaluable & necessary
value proposition + high
margin + discretionary
time + high
responsiveness + large
geo reach

© Mike Adams 2014
#285
A large part of sales
success is reframing and
steering people's
thinking towards a new
alternative...

© Mike Adams 2014
#290
No one likes to be sold to
but everyone loves to
buy... Sales people-create
a buying
atmosphere and watch
your sales explode!

© Mike Adams 2014
#292
Monday- best day of the
week! Everyone is open
for business...while
others are slow to start,
burst out of the blocks
and get selling first

© Mike Adams 2014
#299
Shine don't shrink.
Expand don't contract.
Be unreasonable not
reasonable.
Participate don't
spectate.
Make each year better
than before.

© Mike Adams 2014
#301
Amateurs & professionals
- the difference:
Amateurs practice until
they get it right.
Professionals practice
until they can't get it
wrong

© Mike Adams 2014
#307
You don't get fit cycling
downhill - welcome the
hills, it's when you are
pushing uphill that you
grow

© Mike Adams 2014
#308
What's YOUR 4 minute
mile? What is the thing
that you are going to do
that nobody thinks is
possible...?

© Mike Adams 2014
#311
Get up early, v early; and
make the first hour or
two count. You don't
need as much sleep as
you think you do...

© Mike Adams 2014
#313
If life is a race how would
you go? Safely does it or
full speed, throw yourself
into the corners and
hope it sticks!

© Mike Adams 2014
#314
EVERY interaction with
your prospective
client/buyer must add
value; regardless of
whether they buy from
you or not that day

© Mike Adams 2014
#317
Two reasons my father is
my hero:
1) He is an entrepreneur
2) He gave it all away to
follow his dream. Strong!

© Mike Adams 2014
#318
So it appears that
everything you want is
just outside the
boundaries of your
comfort zone...time to
get uncomfortable!

© Mike Adams 2014
#319
Strategy and capability
are two critical pieces of
the execution puzzle.
Plenty have the strategy
but capability is where it
gets tricky!

© Mike Adams 2014
#323
Avoid this trap: Still too
many companies risk too
much for too little
reward.
Don’t be one of them.
Reduce risk – exploit
upside!

© Mike Adams 2014
#329
Do you ever find that
your computer doesn’t
do what it is supposed
to? Maybe it is copying
it’s owner!

© Mike Adams 2014
#330
If you are going to ask a
question, make sure it is
leading somewhere.
Think carefully why you
are asking it and the
value it brings.

© Mike Adams 2014
#331
Demand that your
manager equips you with
the tools and skills
necessary to succeed.
But supply them with an
open mind to learning
and developing.

© Mike Adams 2014
#332
Demand that your team
owns their target and
delivers their numbers.
But supply them with
courage, belief and
conviction

© Mike Adams 2014
#334
Your business model is
out-dated. Your
customers want
something different.
Understand what that is,
have the foresight and
courage to change
(quickly) and equip your
sales staff with the tools
to take this to market

© Mike Adams 2014
#335
Your customers know
more about your offering
and your competitors
offering than you do! Or
at least they think they
do…!

© Mike Adams 2014
#336
Work out how you can
disrupt the status quo in
your space. What’s your
micro-niche? What’s
your edge? How do your
customer teams position
that in the minds of your
buyers?

© Mike Adams 2014
#338
“ Where are you on a
scale of 1-10 regarding
your interest level on
buying this?”
“ I am about a 6…”
“Good enough for me!
Shall we get this
confirmed..?”

© Mike Adams 2014
#340
This makes all the
difference:
Don’t ask the market
whether they would buy
your product/service at x
price; ask them to
actually buy it at x price

© Mike Adams 2014
#343
If there is value and the
business case stacks up
then work out the ways
to move forward. If there
is no value and no sense
in pursuing then
disengage until next
time. Simple

© Mike Adams 2014
#346
While it can be useful to
know what your industry
peers are up to, don’t
make the mistake of
focusing on what they
are doing and letting that
determine or influence
how you do things

© Mike Adams 2014
#348
Look at your industry; is
everyone doing much of
the same thing?
Stop being a carbon copy
of your competitors.
Be intrepid!

© Mike Adams 2014
#349
Your job is to find it;
Uncover, explore, dig,
probe, question,
diagnose, expose,
expand, empathise…your
job is to find the need
and therefore find the
value

© Mike Adams 2014
#350
What you have, your
product or service, is
irrelevant unless and
until is solves the
prospect’s need

© Mike Adams 2014
#351
The value of your
offering exists. But as a
sales professional you
must know how to find
that value

© Mike Adams 2014
#352
Remember: In order to
be at the rare heights of
your personal elite best
self, you are going to
need to do things you
have never done before
(and few are prepared to
do)

© Mike Adams 2014
#353
Instead of meandering at
“cruising altitude” all day
in a haze of semi
effective performance –
schedule in defined time
blocks to achieve specific
outcomes

© Mike Adams 2014
#354
At the end of the day
review what worked and
what didn’t.
Make changes or
refinements – take
lessons from the day

© Mike Adams 2014
#355
Being elite is not for
everyone. Which is why
most people don’t
practice the types of
disciplines required.
That’s great news for
you!

© Mike Adams 2014
#357
Get up at 5am.
Why? Because most of
the world's top
performers, business
leaders and
entrepreneurs have a
similar ritual; and this
ritual forms part of their
edge

© Mike Adams 2014
#358
As Sales Leaders, your
goal is NOT to be the
best sales person. Don’t
get me wrong, be good,
be very good, be
outstanding….but your
goal is not to be the best.
Your goal is to create the
best

© Mike Adams 2014
#360
Too many sales people
are focussed on inputs
rather than outputs.
Mechanics vs outcomes.
Deliverables vs results

© Mike Adams 2014
#361
Shift focus; talk about
outcomes, results and
value. Help your
customers measure
progress. Show them
how working with you
and buying from you will
drive results

© Mike Adams 2014
#363
If you are in sales and
therefore have the ability
and vehicle to write your
own pay cheque, your
duty is to go out and
expand your income

© Mike Adams 2014
#364
Stagnant pipelines are
merely a symptom
caused by issues that
occur far earlier in the
sales process. In order to
solve that problem you
must track back
upstream to find what is
causing the stagnation

© Mike Adams 2014
#365
I don’t know which is the
worse situation; not
being able to change
your income and
produce more or having
all the skills, opportunity,
ability and resources to
expand and produce and
yet deciding not to…

Mike Adams is a leading authority on revenue optimisation. As a
consultant Mike works advising CEOs, business leaders and
entrepreneurs all over the world & helps organisations and individuals
achieve outstanding levels of performance across many industries.
Mike’s skillset allows him to look into a sales organisation, identify the
fracture points, “see around corners”, fix performance issues and future
proof the organisation for sustainable sales execution.
A dextrous public speaker, trainer and coach he has a highly contagious
and motivational style; demanding and driving top performance from
those around him.
Author of Intrepid Selling© Blog and Podcast Series and the book “The
Intrepid CEO”. Mike’s bold and often contrarian views on business and
sales challenge conventional thinking.
As a speaker, audiences are never quite sure what they are going to get.
Highly motivational, at times confronting & habitually humorous, if you
need an injection of sales mastery, contagious energy & business smarts
you can hire mike for your next event.
www.mikeadamscg.com
370
© Mike Adams 2014

High Impact Sales Results For
Organisations and Sales
Professionals
www.mikeadamscg.com

Free Ebook Intrepid Selling Mini Series: 365 Tips, Tactics and Strategies For Success in Sales & Life

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