Welcome to Mindset Monday by the Sales IQ podcast. I'm your host, Luigi Prestinenzi and I'm here to help you be the best you can be. Everyone has a potential to be the best version of themselves there can be. Sometimes things prevent us from capitalizing on that awesomeness that is sitting dormant inside of you.  

This podcast is about helping you unlock your potential by focusing on one thing that can help you be the very best you can be.

Now we've heard the saying that in order to become a master of something, you've got to spend 10,000 hours. And yes, for many of us, it seems like such a massive mountain to climb, but in the world of selling and everything that we do every single day, if we actually think about it, we're spending hours and hours of.

Trying to master our craft. This particular subject became apparent to me last week, I was on a webinar with a couple of awesome folks and these actual topic came up. Somebody asked a question. The question was, what are the things that are coming up in the world of selling, you know, the hacks that we should be thinking about now?

And the response was really. Don't worry about what's coming up. Don't worry about the next big thing. Worry about the now like how many things do you have right in front of you that you can use every single day that you haven't mastered. Phone, LinkedIn have a think about the elements of the sales process that you execute on a daily basis.

The types of questions you ask, how you present a solution, the way in which you go wider and deeper into an account. And when we think of all of that, we actually haven't. When we think of all the particular things that we need to master in our role, why is it that we're always looking for. That shiny object.

The next thing, when we haven't even mastered the things that are in front of us today, and it's really interesting because I work with a lot of companies or work with a lot of sales pros who say they're great at cold calling or they're great at emailing, but then when you have a look at the results, They're not the results of somebody.

Who's great. And if we think of the awesome sports people in the world, what are they doing every single day, they're getting the fundamentals and the getting the basics. Right? So my message this week is forget about the shiny object. Forget about the next big thing and focus on the fundamentals. Focus on the basics that are going to enable you to be the very best you can be.

And last week's message was the. Just do one thing. Just take one step this week, it's focused on taking that one step, but actually executing it and trying to master that one skill. If email is something that you've tried, but you haven't got the best results from can go back to it. Write more emails.

Test it right along the one brought a shorter one, change the subject lawn, put a call to action, take the call to action away. There is no playbook for writing the best emails. Sure. There's people that come out and say, Hey, this system has turned, you know, my email and system has made me millions of millions of dollars.

Fuck that. And the reason why I say that is because at the end of the day, there is no system that people are trying different things, but those things are changing all the time. But you have to start with that one a mile and try different ways, different emails across different audiences, because we're never selling to the same person.

And this is the awesome opportunity that we have in front of them. No matter how much time we spend on mastering something. We're never going to get to that point of mastery because the customer, the prospect is always changing. So think about this. If you are looking for that next shiny opportunity. Go back to the current things that you're doing right now and assess yourself if you are doing great at cold calling, eating awesome results at cold calling, but the emails outworking go to email.

If it's, you know what, I'm building prospects, I'm creating opportunities in my pipeline, but I'm just not closing. Good back to you. Discovery, try to master the discovery if the discovery is awesome, but you're struggling to negotiate the deal to the point of decision. Look at the negotiation component of the sales process.

You're not winging accounts that are massive. You want bigger opportunities to close that, go back to your ICP and have a look at a type of opportunities you want to engage with. Essentially the message that I'm trying to deliver. Today's forget it. The big thing, the big, next thing, and focus on what's in front of you, because that's your opportunity that you have to be the very best you can be.

Now, if this message has resonated with you, if there's something that I've said, it's triggered something. Oh, you think somebody else might benefit from listening? Please go ahead and share it with them. Like, rate us, because again, these short, sharp, weekly messages I do to help you build the mindset for success and help you be the best sales professional you can be.

_This episode was transcribed digitally, some errors may be present. _