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Josh Feinberg: Hi, Josh here,
welcome to this week's Josh's

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JabGrab, grab the jab before it
hits ya. Yeah, I wanted to come

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to you today, because a lot of
people have been approaching me

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lately in regards to, you know,
being in a sales slump, or in a

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rut. Right? And that's very
common. And, you know, I get

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that question all the time on,
you know, what do I do to get

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out of the rut? And how do I be
more consistent, right, because

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most sales people, their sales
look like this, right? Down

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here, sales are slow, then they
get a really high really big

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month, you know, you can even
say this, and monthly,

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quarterly, annually, but you
know, let's just say they're

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down here, and then they're up
here, sales are really good, you

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know, let's just say at the end
of the month, and then, you

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know, the next month, things are
really slow. And then they're

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back up to a, you know, a big
month. And that's very common,

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and probably most of you can
relate to that. And there's a

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reason why, right? is because
when you're down here, you know,

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the biggest thing you know, that
you're doing is what?

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prospecting, right? So you're
making your calls, you're making

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your calls. And as you make your
calls, right, things are going

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up, things are going up, sales
are going up, you're getting a

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lot of deals. And then when you
get around here, that's because

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you're focusing all your time on
actually getting transactions

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done, or, you know, closing
sales. And that's why you're all

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the way up here. But what is,
you know, when you're up here,

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what are you doing? You're
slacking on actually being able

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to prospect and find more
clients, which then results in

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going down, right? So how can
you really just, you know, be

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level, but you know, you kind of
want to be in that direction,

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right? You don't want to, you
know, just stay level and do the

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same thing every month, you
actually kind of want to see

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some progress. You know, the
biggest thing there is you just

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have to work a little bit
harder, while being able to

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still prospect and still be able
to follow up and close those

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deals, right. So, you know, some
of the things that you know,

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would contribute to you know, it
continuously rising without you

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actually having a slow month,
are you going to actually have a

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slow month sometimes, yes,
unfortunately, that's life,

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that's sales. However, what you
can do is you can actually work

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on the things that's actually
going to drive in new business.

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And you know, one of the things
that you know, I have done in my

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career, and I make sure that you
know my sales guys actually do

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is make sure that they're on
their time management, make sure

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that they're setting time for
prospecting. Now, what is

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prospecting? It's as simple as
this. It's not answering other

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phone calls. It's not focusing
on other deals, it's not

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checking your email, it's not
scrolling through Facebook, it's

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not sending a snapchat with a,
you know, a nice filter over

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your face. It's actually
prospecting. It's hitting the

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phones, certainly companies
while you're calling them, and

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making sure you're hitting those
clients, right. So you make sure

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you're hitting your prospecting.
You're doing the prospecting.

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And then when you're following
up, you're making sure that

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you're making quality calls,
you're talking to the client,

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you're listening, you're asking
questions, right? That's the

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only way that you're going to be
able to continue to go up is if

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you bring in new business,
right? So you could continue,

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you know, I know when a lot of
industries they have renewals

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and reups and, you know, in our
industry, we have renewals and

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reups, right? And, you know, you
may have that feeling, wow,

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things are going great. But if
you're looking at your month,

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and everything's all renewals,
right, you're gonna, you know,

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the inevitable is having this
month. But if you're making sure

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that your new business is
increasing, while you're still

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doing those renewals, right, you
know, you got to make sure that

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you're going up. But if you
don't consistently, you know,

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prospect every single day, like
if you looked at today or

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yesterday, you know, and you
looked at your day, and you

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said, how much prospecting did
you do? And if it's only 20% of

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the day, I know you're having
these types of months, right?

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But guess what, we need to be up
here, but we need to

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consistently get there. So
you're continuously on the rise,

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month over month, quarter over
quarter and year over year.

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Thank you.