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. They 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.

your present circumstances. Don't determine where you can go. They merely determined where you start that quote is Benita Cuban, and that quote is so relevant because we're starting another quarter. It's a fresh quarter and yesterday's gone. We can't go back. We can't change. What happened in the last quarter, but we have got every opportunity to succeed in this quarter.

And for many, this is the last quarter. This is the last lap. As you're running that marathon, you put all the effort, you're getting to that final part of the, the intense journey that is sales and. It's the best profession, in my opinion, it's the best profession in the world, but it's also an incredibly brutal proficient it one it's just relentless.

It does not have any empathy. It doesn't have any compassion. It is absolutely brutal. And doesn't matter what happened in the last. Even if you smashed the quarter, you crushed your quota. The reality is it ticks over. It goes back to zero and it all starts again. So you could be waking up pumped, knowing bang.

I smashed my last quarter. I'm ready for this next quarter to crush my target again. Or you could be at it waking up going mate, last quarter was a disaster, and now I've got to do it all over again. So my message this week is really, really clear. Forget what happened yesterday. You can't control the past, but you.

He's sitting in the Palm of your hands for you to control today. And what that means is it's asking you, what are you prepared to give? What do you prepare to put in to be the best you can be? What are you going to do to make this last quarter of focus so that it can elevate you to have an incredible 2021?

And the more and more we go into 2020 it's it's fast. It's going, it's going fast. There is now Christmas decorations. There's selling Christmas stuff at the shops already. And before. This shit is going to be done. So there's no point looking back, but we've got an opportunity to look forward and think again, what am I prepared to do to make 2020 a year that I'll remember, find the positive in what has been a real challenging period.

And it's about identifying exactly what you need to do to get the job done and be prepared to put in the hard work, to achieve success. And I had a session today with a group of sales leaders across the APEC re. And it was amazing seeing some of the prospecting efforts at team. And they're not selling transactional solutions.

They're actually million dollar solutions that they put out there. And the sell cycle is anywhere from six to 12 months. And they were saying the last quarter, we've, we've, you know, we've doubled our prospecting activity, which was awesome. And they're not expecting things to drop this next quarter. What they're saying is we're going to continue to put that hard work should that we can start 2021 with a bang and guess what they might get lucky.

That's the reality of selling is there is no lack in sales, you create your own. But putting in the effort, putting in the work effort, the commitment, the time to achieve success. And you create your own luck and that's, what's sitting in the Palm of your hands right now. And as you get up ready for this last quarter, it's staring you in the face saying, what are you prepared to do to get this job done?

Because that's what the best thing about selling. That's what it's all about, right? We do this, we go through the peaks and the troughs of selling because the outcome that we can achieve is just incredible. And it's a buzz that it goes beyond the commission check. It goes beyond the bonus and yes, I'm making this particular session on always talking about.

Selling is all about the outcome we help people achieve. And yes, I don't disagree and I'll never change from the value in the philosophy that I have about what selling truly is. But I want to hit home this message that we do what we do, because we've got to also achieve our own goals. And that is what I'm saying.

There is no Q five to a message this week is really clear. Tight the opportunity that's sitting in the Palm of your hand and make it happen, make that commitment so that you can finish the year with a bang. So if this is a message that resonated for you or somebody, you know, needs to hear this, please like rate and share this because I do these to help you be the very best sales professional you can be.

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This episode was transcribed digitally, some errors may be present.