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Justin Su'a, Sales Habits

TSE 1237: 10 High-Performance Habits That Lead To Success 

Justin Su'a, Sales HabitsAn article entitled 10 High-Performance Habits that Lead to Success by Justin Su’a is noteworthy. This isn’t a normal article.  It talks about 10 specific principles that, if practiced carefully, will help increase one’s performance and mental toughness. 

Justin Su’a is a former competitive baseball player and despite not having the physical prowess and physical ability like some other players, he was still able to gain success. His family trained him to face any adversity with a positive mindset. Their team also had a sports psychologist who spoke to the players about tools and strategies that were taught to Olympians. 

The principles taught by the sports psychologist resonated with Justin and ignited a desire for him to follow the same career path. These principles not only work for sports but can be applied by people of all walks to every aspect of life.  Here are the 10 high-performance habits that lead to success: 

  • Win the morning
  • Do hard things
  • Embrace feedback
  • Learn from failure
  • Choose your attitude
  • Do one more
  • Have a purpose
  • Recommit every single day
  •  Be patient
  • Fear no one

Win the morning

Winning the morning is all about starting strong. People complain they don’t have enough time in the day but the truth is, there’s not enough time because they’re not using the time they have. Instead, they’re wasting it.  All you need to do is to start the morning strong by getting up with purpose. Successful people and high-performers are able to do hard things. Sometimes one of these is to wake up early when nobody else does. 

Move towards your goal by telling your body to get up, even when it wants to sleep. This is you practicing to dominate your body. If you do that over and over again, you are going to be able to train yourself to do difficult things. When you don’t want to pick up the phone to make a sales call, train yourself by telling yourself to pick up the phone anyway. Make that first decision ad it will get easier. Winning the morning is important because it starts your day off with taking control. Tell yourself to do one thing and attack it. 

Regardless of whether you’re a night person or a morning person, your morning begins when you wake up. Wake up strong by doing it on purpose and with passion. Set up a routine, workout, eat right, fill your mind, and fill your heart. 

There are two things that people often underestimate when trying to achieve greatness: How long it’s going to take and how hard it’s going to be. Whether you set a personal goal or a professional goal, don’t underestimate how difficult it’s going to be or how long it’s going to take for you to achieve the goals. The danger in doing so is that you’re mentally unprepared when adversity comes. When problems strike, many would-be performers pull the plug and give up. High-performers, on the other hand, have the ability to do hard things because they have acknowledged beforehand that achieving their goals may be hard. They’ve prepared themselves mentally and physically for the hard things. 

Successful people didn’t realize their achievements overnight. Many hours, days, months, and sometimes years are spent working towards their goals. They win the morning and keep going.

Little things matter

People tend to seek out the hard actions and don’t realize the tedious detail-oriented things matter just as much. Examples are reading for on-going education and taking notes during training.  Great performers don’t take these details for granted. The details that need to be executed will be different from one person to the next. The key is to find the details that apply to your success and whatever they are, do them. 

Learn from failures

The inability to learn from failure is the number one factor that destroys would-be performers. Many professionals from various careers and industries are afraid of failure.  It’s not necessarily even the failure in itself, but their interpretation of failure. They perceive that failure means they’re not good enough. These negative phrases that play over and over in someone’s mind lead to feelings of failure but you can train yourself to understand these feelings don’t reflect the truth of the situation. Instead of viewing failure negatively, It can be looked at as an opportunity to learn. Every successful entrepreneur has seen failure and fought against it. They overcome these adversities by using failures as a means to learn from their mistakes and get better. 

Sarah Blakely, the CEO of Spanx, was asked why she’s so good at her job. She attributed her success to the training that got from her father. Sarah’s father would ask her, “How did you fail today and what did you learn from it?”  She grew up learning from failure. Those who are willing to learn from failure will fear it less and those who fear it less are more dangerous because they know how to use it.

When you can wake up every morning, not being afraid of failure, you take the pressure off yourself.  You’re able to go after your goals and take chances you might not have otherwise. You will experience failure but when you do, you’ll know how to face it, learn from it, and overcome. 

A laundry list of failures 

Prepare yourself mentally for failure by listing all the ways you could fail. List them all no matter how simple, unlikely, or outrageous these failures could be. Once you have identified them, think of ways to respond to each of these scenarios and have a plan of action. Having a bounce-back plan gives you the confidence to take care of these potential adversities because now you know you have a course of action. This will save you from reacting emotionally and negatively when failure strikes and you will be less likely to give up. 

Keeping the momentum

We can start a new venture well but it takes the right traits and qualities to keep the momentum going. Typically, the problem isn’t about the lack of motivation or the lack of competence.  Oftentimes, the problem lies in the size of the list. 

Sometimes we have too many actions on the list and we become overwhelmed. It’s important to start small. Start with one high-performance habit and when you achieve it, motivation will naturally fall into place.

There are many elements to having mental toughness. The most important thing is to identify the one thing that keeps you from excelling right now and take on a new habit to defeat that mindset or situation. Hone in and develop the behaviors around that. Once you’ve automated that one habit, go onto the next one. It’s a continuous learning process. It’s continual growth and development until you become the successful person you want to become. 

Do one more

You can also develop mental toughness by doing something even if it’s difficult to do. Your body will go where your mind takes you. The ‘do one more’ principle means telling your body what you want it to do. This is one of the important habits that lead to success If a typical salesperson has a goal of talking to 10 prospects in one day, then don’t be typical. Do one more. By making this decision, you’ve taken control.  Doing this over and over again will increase your motivation as you achieve your goals. This is one of the most powerful principles that you can develop.  

High performers don’t settle for average. They go up and beyond. They hit one more call, they read one more book, and they write one more email. That is the separating factor. 

Fear no one

Fear no one but be respectful to everyone. Treat everyone the same regardless of their social status and carry this mindset everywhere you go, regardless of who you’re talking to.  Everyone is important.  

Stop trying to read other people’s minds because that will plant seeds of doubts in your own brain and you defeat yourself.  You’re allowing other people to intimidate you because of the script you’ve created in your own mind. You may have a little trepidation but that’s normal. Everyone feels some fear but you still have the opportunity to be courageous by acting despite the fear. Remember, anyone can be beaten. 

“10 High-Performance Habits That Lead To Success” episode resources

Success is a choice. As a salesperson, always make the right choice. Follow these habits that lead to success. Contact Justin Su’a via Twitter, Facebook, and Instagram. 

If you have more sales concerns, you can also talk to Donald about it via LinkedIn, Instagram, Twitter, and Facebook for any sales concerns. 

This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

We have a new semester beginning in January and we would love to have you and your team join us. Follow this link to apply to the program. 

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Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill. 

Joe Gianni, Donald Kelly, Swagger: The

TSE 553: How I Became The #1 Sales Producer At A Billion Dollar Company In 6 Months!

Joe Gianni, Donald Kelly, Swagger: The "Way of the Sway" to Sales and Life Success,Imagine becoming the number one sales producer at a billion dollar company in just 6 months. How do you even do that? Well, lucky you because today we have Joe Gianni on the show and he’s going to tell us exactly how he did it.

Whether you’re new to sales or in a sales leadership role or even when you’re not in sales yet, you can still take principles from his experience and apply them into your life to see remarkable success.

25 years ago, Joe started his sales training and leadership training company. He had a unique way of building sales forces and individuals, took it to market, and it was picked up by major players across industries. Joe is also the author of the book, Swagger: The “Way of the Sway” to Sales and Life Success, which has recently just been released but is now gaining positive reviews and recognition.

Here are the highlights of my conversation with Joe:

A lesson from Joe’s coolest sales experience as the customer:

We, as sellers, are dream-makers. We help other people make their dreams become a reality which is a unique calling.

The impetus behind writing his sales book:

  • Sales is what he has the most passion about and it’s what his multi-million dollar company is built around.
  • Right out of college, he wasn’t interested in finding a job but he had a mission to find a mentor knowing he was going to start his own business someday so he really needed to learn how to sell.
  • Joe’s mentor has a unique insight that revolves around transcending the traditional development of a salesperson which is heavily steepened skill and sales process training in order to develop the belief system of an individual that enters the world of sales and how to leverage that into a way that enables them to quickly master fundamental skills and become a master executor of those skills. Writing his book was, therefore, his way to get this out there on a global level.

Why so many sellers never become top producers:

  • They are not properly developed. They themselves don’t even know what’s missing. .Most of them look for shortcuts.
  • There is a formula that is missing in the sales discipline which is to help people understand that the biggest producers in every industry are not being adequate or ample at fundamental skill sets but one’s mind has to be ready to take that journey.
  • You have to take a journey from within your own thinking. Get out of your own way so you could do the things you need to do when it comes to mastering the skills, that you would not do them without the right mindset or core belief structure.
  • Sales is a good 80%+ mindset, proper belief and convictions and about 20%-25% on the skills and process side.
  • Most people never become masters of the fundamental skills because they’ve never become a master of their own thinking first.
  • Understand that both mindset and skills are critical to achieving success in anything. You have to dream and think about the bigger business.

Joe’s Secret: Fundamental Training Mixed with Belief Training

If you want to kick your sales force’s productivity to the next level, you’ve got to kick their belief system to the next level first. They have to have a bigger conviction of who they are and who they want to be in life first then you can teach them fundamental skills. (That’s why they haven’t mastered those fundamental skills yet!) They have to understand the need to become the best at whatever those fundamentals are for their sales profession.

The formula is to develop the right mind structure first and then leverage that mind structure to become a master of the sales process.

Joe’s strategies to become the #1 top performer in a billion-dollar company in six months:

  1. Seek out the top producers in the company.
  2. When you found the best, shut up and listen to them very intently about what they did and how they did it.
  3. Ask them good questions about how they qualified or how they presented or close or handle rejections, etc. Take mental and copious handwritten notes.
  4. Ask them what they believe about themselves, the industry, and their clients and prospects.
  5. Look for that belief set and then duplicate that so you mirror these people in skill and strategy as well as in belief and conviction. When you can do that then you can duplicate that success at an extraordinary pace.

Joe’s Major Takeaway:

Walk with swagger and the path to swagger is a discovery path you can take anytime you’re ready to discover your own thinking and what you’ve come to believe about yourself, your self-efficacy, and career sales and really truly refine that and develop powerful thoughts, powerful beliefs and convictions and then go back to the fundamentals of your trade as if you just started today. Master those fundamentals with the right mindset.

Episode Resources:

Get connected with Joe Gianni on LinkedIn or visit his website at

Check out Joe’s book,Swagger: The “Way of the Sway” to Sales and Life Success

The Sales Development Playbook by Trish Bertuzzi

MasterCraft Wakeboard Boats

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Top Performer, The Sales Evangelist, Donald Kelly, The Sales Evangelist Podcast

TSE 482: What Separates The Top Performing Sellers From The Rest


Top Performer, The Sales Evangelist, Donald Kelly, The Sales Evangelist PodcastYou see them. You’re probably one of them. Call them the sales superheroes or whatever you want to call them. I’m actually referring to the top performing sellers who always seem to know how to deal with tough situations and pull through. No matter how challenging the task at hand, they always come out successful. How do they do that? Why are they performing so well? Today, I’m sharing with you my insights into how top performing sellers out-beat others each time.

Why top performers do so well: The Mindset to Win

Top performers have this attitude or drive that continues to push them. They persevere towards their goal even when others give up or fall behind the wayside. Don’t just quit even when you’re down to the last quarter. They put a strategy in place and make it happen. This goes beyond work since you also have to apply this to your personal life. Just perform. Just get back and do it.

How to Develop this Attitude to Win:

  1. Get around with people that have the same attitude or mentality.

Be with like-minded people. Be with people around you who have that attitude to win.

  1. Change your mindset.

Don’t let outside influencers hinder you from performing in your role. It doesn’t matter what or who, you’re going to get past it and succeed.

  1. Turn your disadvantages towards your advantage in life.

Don’t let things in yourself which you see as detriments or weaknesses hinder you from doing well. Instead, use these towards your advantage. See it as an opportunity instead of a detriment.

A book to help inspire you to develop a “fighter” mindset:

The Martian is a book written by Andy Weir about a man who got stranded alone in Mars and struggled to survive.

Episode Resources:

The Martian by Andy Weir has featured TSE and named it as one of The Top 10 Podcasts for Modern Entrepreneurs

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Donald Kelly, The Sales Evangelist Podcast, Big Deals, New Sales Deals

TSE 372: Raise Your Level of Expectation


Donald Kelly, The Sales Evangelist Podcast, Big Deals, New Sales DealsAre you struggling with a weak pipeline? Do you tend to only close the smaller deals? How come some people are killing it?

I’ll show you what you can do to ensure you have a healthy pipeline because I too was in that same situation. I had a weak pipeline which was a really tough time for me as it affected my sales.

First off, here are a few things to remember:

  1. Get outside your comfort zone.
  2. Every once in awhile, go for a big deal on the side of your business.

Telling yourself you can’t do it is garbage. One thing I’ve realized is that the process that it takes to close a large deal is basically the same process that it takes to close the small deals. So I closed bigger deals and I found it to be fun and exciting.

  1. The easiest things usually don’t work.

What you might even find is that a lot of those little deals are going to be really hard to close and give you more headaches. Whereas, bigger clients or organizations bring more money to the table with less headaches since they have the money and the ability so you can move quicker.

What you need to do:

  1. Take a look at your pipeline.

Oftentimes, salespeople tend to go for the easiest. But in the end, it tends to be a little more work. Look at the product range you’re selling in your company and see if you’re playing on the lower end of the kiddie pool.

  1. Get appointments set with bigger clients.

Make sure to set apart some time to call some bigger clients. The more shots you take at your goal, the more chances of you scoring.

  1. Add bigger deals to your pipeline.

If you already have bigger deals in your pipeline, add to them. Don’t sell the way that you like to sell, sell the way the prospect would like to buy.

Today’s major takeaway:

Bigger deals means these organizations have the money. Deals tend to close quicker. And it’s fun! You’re creating a buying vision. You’re lining goals and bringing value to the table. Again, go for some bigger deals this week.

Episode Resources:

Please support us in our Indiegogo Campaign for the Do Big Things Conference by simply going to

Get a free audiobook download and a 30-day free trial at with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Do BIG THINGS, West Palm Beach, Florida, EMKO, Donald Kelly, Travis Thomas, The Sales Evangelist, LIVE YES AND

Rory Vaden, Ultra Performer, Procrastinate

TSE 109: Become An Ultra Performing Seller By Procrastinating on Purpose

Rory Vaden, Ultra Performer, Procrastinate

Folks… get ready to be BLOWN AWAY! I’ve got to warn you ahead that this episode has got loads (and I mean LOADS) of information that you can take away from and apply, not only to your own business or job or career, but in all other areas of your life. I personally have tried out some of the strategies mentioned here. They absolutely work! (Not to mention that this has made my life much more productive and easier.) And so, I want to share this with you.

Today’s guest is Rory Vaden, co-founder of Southwestern Consulting and is the author of New York Times bestseller Take the Stairs. Rory shares with us a load full of crisp, golden nuggets including some insights into “taking the stairs,” overcoming procrastination, and multiplying your time, which are all essential elements that have been incorporated into his new book Procrastinate on Purpose: 5 Permissions to Multiply Your Time.

Here are the highlights of my conversation with Rory:

Rory’s coolest sales experience as the customer: The Nordstrom Experience

What inspired him to write his book Procrastinate on Purpose:

  • Time management as the number one thing their clients struggle with
  • Over 900 active coaching clients at Southwestern Consulting

Learning from a 2-year old that led to 2 unique parts of the book:

  • EMOTION: Time management today is emotional.
  • SIGNIFICANCE: Making decisions based on significance – How long does something matter?

How to multiply your time: The Significance Calculation

“Give yourself the emotional permission to spend time on things today that create more time tomorrow.”

3 Types of Procrastination:

  1. Classic Procrastination – consciously delaying what we know we should be doing
  2. Creative Avoidance – unconsciously filling the day with menial work or trivial work because of distraction; evident in many salespeople
  3. Priority Dilution – interruption (either consciously or unconsciously); affecting the chronic over-achievers

The essence of Procrastinate on Purpose: Giving yourself permission to say no to the urgent things that are insignificant so you can say yes to the things that are significant

Ultra-performers or Multipliers vs average individuals

The Focus Funnel

A visual depiction of the thought process multipliers use to evaluate what really is significant and what isn’t

The Parts of the Funnel

  • Top, wide part: Eliminate
  • Middle:  Automate – the permission to invest
  • Bottom: Delegate – the permission of imperfect

How it works:

  • Can it be eliminated? If not, can it be automated? If not, can it be delegated?
    1. If a task cannot be eliminated, automated, or delegated then it falls out to the bottom of the Focus Funnel.
    2. At that point, you know there has a task that must be done and it must be done by you, which leads to one remaining question:
  • Must this task be done now or can it wait until later?
  1. If the task must be done now: Concentrate (the permission to protect: focus and disallow interruptions)
  2. If the task can wait until later: Procrastinate on Purpose (POP-ing: POP (Procrastinate on Purpose) the activity back to the top of the funnel entering into a holding pattern as it cycles back through the funnel until one of the four things will eventually happen – eliminated, automated, delegated, or concentrate)

The Significance Calculation

When it comes to delegating, what drives most of us is emotion.

Eliminating the limiting belief of “No one’s going to be able to do this well as I can.”

Deconstructing and breaking it apart

The Short Cost to Living in a Shortcut Society

A “take-the-escalator mentality” is dangerously pervading into other areas of our life and we start to embrace the idea that things should be convenient.

“Enjoying it isn’t a requirement of doing it.”

Dodging the things we need to do in avoidance of making sacrifices or experiencing the pain upfront

The Pain Paradox

Easy, short-term choices lead to difficult, long-term consequences. Meanwhile, difficult, short-term choices lead to easy, long-term consequences.

“You always pay a price. You either pay the price now, today. Or you will pay it later with interest. Procrastination and indulgence are really nothing more than creditors that charge you interest.”

“Procrastination is the most expensive, invisible cost in business today… and can be the natural by-product of living in a shortcut society where we live in a world of escalators.”

“The shortest, most direct path to the easiest life is based on doing the hardest parts of things as soon as possible.”

Find out more about Rory’s amazing books:

Current projects Rory is working on:

    • Procrastinate on Purpose
  • Another book in the works!

Check out Rory’s free one-hour webinar to get a visual of the Focus Funnel and he’ll walk you through it over at

Rory’s Major Takeaway:

When you make the “significance calculation” and you start thinking a longer term the way that multipliers do, you really can multiply your time. The way that you do that is by giving yourself the emotional permission to spend time on things today that give you more time tomorrow.

“No matter who you are, how long you’ve been doing what you’re doing, success is never owned. Success is only rented… and the rent is due everyday.”

 Check our Rory’s books:

Visit Procrastinate on Purpose for a Free video webinar to learn:

5 Ways To Multiply Your Time Discover How the Greatest Leaders in the World Think Differently about Time

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Paul Shakuri, Door to Door Sales, Alarm Systems

TSE 076: How Paul Shakuri Earned Six Figures Doing Door to Door Sales!

Paul Shakuri, Door to Door Sales, Alarm Systems Have you ever wondered if door to door sales is worth it, much less even profitable? Well, my friend Paul Shakuri can certainly prove that it is. In this episode I had the pleasure of bringing Paul on the podcast to chat with us about the door to door sales industry and how he found success doing it. Speaking as someone who did earn a good amount of money in college selling security systems door to door, it is not easy.

Like anything else it requires the right attitude and drive to help someone continue onward to find success, but let me tell you, it sure does pay. Even if you are not interested in doing door to door sales, the principle that Paul shares apply to a wide range of industries.

Here are some of the major takeaways from our discussion:

  • Any salesperson who wants to be the best needs to challenge themselves and challenge themselves against other people.
  • Door to door sales is not dead because it is built on human relationship.
  • Create an avatar of your ideal client and have that in the back of your mind as you are prospecting.
  • Learn who is your avatar from those who are experienced sellers within your company.
  • If the buyers like you, they will talk to you. If they trust you, they will do business with you.
  • How do you stay motivated? Set financial and personal goals that will keep you focused on the outcome.

Stay in contact with Paul:

www.Door to Door

YouTube Channel (type in anything  to do with door to door sales and you will find Paul)