Ah, Connor McGregor. Love him or hate him, he’s made a lasting impact in the UFC and has cashed more checks than anyone in the sport… ever.
While I don’t condone McGregor’s actions or what he stands for, we can learn a thing or two from him about confidence and how to take life by the horns.
In 2014, after a victorious fight in Ireland, McGregor took the mic and said, “I’m not here to take part… I’m here to TAKE OVER.”
That’s the mentality you must have to break free of mediocrity and make it in sales.
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Thankfully, you don’t want to be average. I know it. Otherwise you wouldn’t be reading this. So how exactly do you level-up to become a true sales pro and rake in the super-sized commission checks you’ve always dreamed of?
First, you must slay some dragons. If you’re going into enemy territory to rescue hostages, you first have to weed out the bad guys. That’s what we’re doing next. Let’s get to work…
The Enemies of Success
I’m not saying that you personally house these enemies in your sacred spaces… but chances are you’re dealing with at least a few of them.
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- Fear of rejection – You let the fear of rejection paralyze you instead of reframing rejection as a necessary waypoint on the journey to success.
- Playing too small – You think and play in a sandbox and not on the vast beaches of opportunity and potential.
- Unhealthy habits – You binge Netflix at night (or worse) and doom scroll all day. And you eat unhealthy food and rarely exercise, when you should be molding your body, mind, and spirit into an unstoppable force of nature.
- Too emotional – One uncomfortable conversation with a prospect, coworker, or manager throws off your whole day. You have to be stoic with a steel mind where it matters, and let more things roll off your back.
- Ingratitude – You have so many blessings around you, but you don’t take the time to show gratitude and appreciation.
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How Mediocrity Killed the Cold Caller
Believe it or not, being average or mediocre will slowly kill you. If your sales activities and sales numbers are lackluster, and you’re OK with that, you will die a slow death at a young age. Of course, I mean a spiritual, mental, and emotional death.
These are the people that wake up at 45 years old, hair thinning, body aching, with a lower-middle class income and not much to show for it. They go into work and do the bare-minimum. They get home and drink a few beers and eat pizza. It’s really a vicious cycle of mediocrity.
Henry David Thereau once wrote, “Most men lead lives of quiet desperation.” This desperation or despair can actually be a fate worse than death.
You can’t let this be your fate. Instead, put your nose to the grindstone and finally go pro.
Here’s how to do it…
How to Kick Average to the Curb and Go Pro
- Take ownership. Stop making excuses and instead take ownership of your life, your current situation, and your daily activities. Take ownership of your pipeline. And remember, your commission check is in your hands. Take ownership of your physical and mental health. Get into the gym or somehow move your body daily. According to Harvard Business Review, “Physical activity improves next-day job performance and health.” That means if you exercise everyday, your sales performance will remain at a high level… not to mention your health (and health is wealth). In short, take ownership of your life! Jocko Willink’s book Extreme Ownership can help you here.
- Commit to a call volume, and don’t stop till you hit it. I recommend dialing at least 50-100 prospects per day. And DIAL like your life depends on it. Now, although you’re committed to a number, just take it one call at a time. Tell yourself, “I just need to make one call.” Then tell yourself that again, and again, and again. The top-performers in my company are putting in at least 100 calls a day, every day.
- Never stop learning and growing. Look, if you’re still reading this, you’re one of the few who cares enough — or is disciplined enough — to seek self improvement. Read books. Attend workshops and sales conferences. Find a mentor. The bottom line is to invest in yourself if you want to break free from average.
- Learn how to build real connections and relationships. If you want to close more deals, you need to open more relationships. Don’t just hear your prospect — listen to him. Listen attentively with empathy. Look for ways to add your expert insight and value. Look for solutions. It’s time to stop selling and start solving. Build up that trust as an advisor, and many of these business relationships will naturally bud into something great.
- Embrace emerging technology. “Will AI take my job”? You bet it will… that is, IF you neglect to learn AI yourself and thereby add value to your company or sales department. But listen — if you’re even asking “will AI take my job,” you’re asking the wrong question. You are operating out of fear and not abundance. Instead, you should be asking “How can I leverage AI to get ahead?” Those early adopters and curious minds are exactly the people who I will keep on my team forever. Take note!
Final Words
I hope you’re fed up with mediocrity and ready for the big leagues. I want you to take McGregor’s words, write them down on paper, and put them by your desk to reflect on daily.
“I’m not here to take part, I’M HERE TO TAKE OVER.”
Let that be your war cry against average. Then go watch Braveheart five times this week (seriously).
Whatever it takes to remember that you have massive potential and a true legacy to leave behind… for your family, your friends, your community, and the world.
Until next time…
Johnny-Lee Reinoso