Tuesday Tuneup- #48

Unlocking Sales Success: The Power of Practice and Consistency

Happy Tuesday Everyone!

I’ve worked with a LOT of sales people….. A LOT.

And the amount of raw talent that is waisted because of lack of consistency and practice is astounding.

I’m no different. When I first started in sales, I thought I could rely on my easy to get along with nature and product knowledge. I assumed being good with people would be enough. But after my first few months, I noticed a pattern—homeowners were interested, but when it came time to close, they hesitated. That’s when I realized I needed to change my approach. It wasn’t enough to know my product; I needed to practice my process.

I remember one appointment clearly. I was pitching solar, and the homeowner seemed interested. But when I asked if they were ready to move forward, they said, “I need to think about it.” I didn’t know what to say next, so I just nodded and left. Later, my manager asked, “What’s your response when someone says that?” I didn’t have one! I realized I needed to practice my responses to common objections and refine my process so I could be ready for anything.

Why Consistency and Practice Matter

Steph Curry don’t just show up on game day—he is practicing consistently, drilling the basics until they’re second nature. The same goes for sales. Having a consistent sales process means you’re always prepared. When you follow a reliable process, you build confidence in yourself and trust with your customers. One of my favorite quotes that I’ve heard recently is,

“Confidence comes with volume. The more of something I do, the more confident I get”

Simple Ways to Build Consistency in Your Sales Process

1. Index Cards

Ahhh yes…… 4th grade all over again. But… it works. Grab a stack of index cards. Write a common objection on one side, like:

• Customer: “It’s too expensive.”
  Then write your response on the other side:

• You: “I understand. Let’s look at what this investment will save you in the long run and how it increases your home’s value.”

Go through these cards daily. By practicing these responses, you’ll feel more prepared and confident in real conversations.

2. Create a Consistent Framework

Develop a simple framework for each sales meeting. For example:

• Introduction: Build rapport and find common ground.

• Discovery: Ask questions to understand their needs.

• Presentation: Show how your product solves their problems.

• Close: Ask for the sale and handle objections confidently.

Stick to this framework in every meeting. Consistency helps you stay on track and ensures you cover all the bases without missing a beat. Even when a customer wants to jump to price, warranty, ect….. pull them back to the process and guide them through the framework. You’re the expert.

3. Practice Daily

Even just 10 minutes a day can make a difference. Practice your pitch in front of a mirror or record yourself and listen back. The more you repeat your process, the more natural it will become. I used to record myself, listen to it on the way to appointments, refine something I didn’t like and re-record it for the next day. This constant refinement makes a drastic improvement over a couple weeks.

Takeaway

Mastering sales isn’t about luck—it’s about consistency and practice. Set up a routine to refine your pitch, handle objections, and follow a structured process. You’ll find that with each small step, closing deals becomes easier and more natural.

So grab some index cards, map out your process, and make practice a daily habit. Soon enough, you’ll see the results… both in your confidence and your sales numbers!

Have a kick ass week and happy selling!