Streetfighter Selling

for Sales Professionals

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    Sales Mojo

    My sales conferences and keynotes are usually based on selling skills, whether it’s getting more face-to-face time with customers or selling value vs. price. But the sometimes-forgotten key to making any of it work is having a winning ‘sales mojo.’ (Is this one of those hyped-up articles based on buzz words? Read on and find out!)

    “Mojo” has multiple meanings, from magical and spell-binding to enthusiasm. Generally, your mojo refers to a mix of enthusiasm, performance and overall good feeling about yourself and what you’re doing. It won’t close sales, but neither will selling skills if your mojo is running low.

    Here then, after years of observation, analysis and use, are 7 extremely powerful tips to boosting (or bringing back) a weak or missing mojo:

    Many salespeople act out of habit. You’ve done it so many times before that your ‘routine,’ including sales calls, becomes rote. Experience is a tremendous advantage, but your approach can become bland. And that can dampen your attitude toward and enthusiasm for the job.

    So, even if you’re a seasoned pro, go back to the basics: review and rehearse before a sales call or presentation. You’ll feel more energized, and the results will show.

    Review your actions; your ‘Sales Business Plan.’ That includes your daily plan…the number of people you plan to call or see. While big numbers, alone won’t make you successful, small numbers will not, period. Are you keeping up with your plan? Don’t have one yet? Now’s the time to build it.

    Frequent contact with a favorite (or demanding) customer is usually not a good use of time.

    The feeling of not getting anything done can deflate anyone’s enthusiasm, so avoid getting bogged down in unimportant, time-sucking routines.
    Here’s just one example: I’ve met salespeople who tell me they have to check and return email messages as they’re received. Yet research shows thre total time consumed browsing through internal and other in-box clutter can absorb as much as 15% of your day. Learn to separate critical tasks from less-important time-wasters. You’ll find yourself getting more done in the same amount of time.

    Face-to-face or over the phone, your mindset can be affected by your body language…and it will affect your performance, for better or worse.
    Most of us slouch…at least once in a while. It’s just easier. At home, it doesn’t take much for us to slide on down into that super-relaxing, TV-watching position, like a contented dog stretched out in the sun.
    But look around. People everywhere walk through stores and offices with shoulders sagging, head slightly bowed and, not surprisingly, an expression somewhere between blank and a scowl.
    But being told “sit up straight” wasn’t just Mom’s advice. Richard Petty (no, not that one), professor of psychology at Ohio State, says “most of us were taught that sitting up straight gives a good impression to other people. But it turns out that our posture can also affect how we think about ourselves.”
    Good posture makes for a more positive, confident and influential salesperson.

    OK, you can’t always avoid them, but you can avoid letting them get into your head
    When two or more people get together to complain, just for the sake of complaining, it can have a massive effect on your mental state. It’s even worse if you’re the one who’s whining. We all have problems, and it’s not a bad thing to talk about them. But there’s a big difference between discussing problems and whining about issues. When the subjects become chronic, they become mojo killers. Try to associate with positive thinkers.

    Again, no hype, just common sense. Henry Ford said “if you believe you can or you can’t, you’re right.” Like many people, I’ve had plenty of times when I’ve felt unsure and lacked confidence. And during those times, I was a lot less successful.

    But here’s the good news. You don’t have to be happy or successful to come across confident. But you do have to tell your brain that you can do it.

    Olympic Gold Medalist Michael Phelps would tell other swimmers “you can’t put a limit on anything. The more you dream, the farther you get”

    Too many people get so focused on what they see in life’s rear view mirror that miss looking through the windshield of opportunity. Focus on possibilities and your mojo will get psyched.

    You’re busy. You’re plate is full. Fine. Now, challenge yourself to add 20%. Greet 20% more customers, call 20% more prospects, see 20% more people in a day. Don’t rush through them just to accomplish more, either. Make each one smooth as silk. Use your time efficiently so that each call, each meeting is done with a clear mind and with the enthusiasm that says it’s the most important call of the day. If you fall short of 20%, don’t panic. Just don’t give up. More activity, done right, will fire up your successes…and your mojo.

    -Joe Guertin is a sought-after sales speaker, trainer and coach. Questions or comments are welcome to or at 414.762.2450

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