The Miracle Morning for Salespeople

1. Mornings are the Key to Sales Success

How you start each morning sets your mindset, and the context, for the rest of your day.

Early risers advantage. The book emphasizes that mornings are the key to unlocking sales success. Early risers tend to be more proactive, anticipate problems better, and plan more effectively. This proactive approach leads to greater professional success and higher wages.

Morning benefits. Starting the day with a purposeful, disciplined routine sets a positive tone and mindset. This includes increased energy through morning exercise, improved focus, and a proactive approach to the day's challenges. By mastering mornings, salespeople can take control of their day and, ultimately, their sales process.

Not a morning person? The authors acknowledge that many people don't consider themselves "morning people," but argue that this can be changed. The Miracle Morning isn't about simply waking up earlier, but about waking up better and using that time to invest in personal and professional growth.

2. Five Minutes to Becoming a Morning Person

It is possible to love waking up—even if you’ve never been a morning person.

Snooze-proof strategy. The book introduces a five-step strategy to make waking up easier, even for those who aren't naturally morning people. This strategy focuses on increasing the "Wake-Up Motivation Level" (WUML) to overcome the initial resistance to getting out of bed.

Five-step process:

• Set intentions before bed: Consciously create a positive expectation for the next morning.
• Move your alarm clock: Force yourself to get out of bed to turn it off.
• Brush your teeth: Engage in a simple, refreshing activity.
• Drink a full glass of water: Rehydrate your body after sleep.
• Get dressed or shower: Prepare for the day ahead.

30-day transformation. The book outlines a 30-day process for incorporating the Miracle Morning into your life, divided into three phases: Unbearable (days 1-10), Uncomfortable (days 11-20), and Unstoppable (days 21-30). This gradual approach helps build the habit of early rising and personal development.

3. Life S.A.V.E.R.S.: Your Morning Ritual for Success

What Hal has done with his acronym S.A.V.E.R.S. is taken the best practices—developed over centuries of human consciousness development—and condensed the best of the best into a daily morning ritual.

Proven practices. The Life S.A.V.E.R.S. are a set of six daily practices designed to enhance personal and professional growth. These practices are: Silence, Affirmations, Visualization, Exercise, Reading, and Scribing. They are intended to start the day in a peak physical, mental, emotional, and spiritual state.

S.A.V.E.R.S. breakdown:

• Silence: Meditation, prayer, reflection, or deep breathing to reduce stress and increase clarity.
• Affirmations: Positive statements to program the subconscious mind for success.
• Visualization: Using your imagination to create what you want in life.
• Exercise: Physical activity to improve health, energy, and focus.
• Reading: Learning from experts and successful people.
• Scribing: Journaling to document insights, ideas, and lessons learned.

Customization and flexibility. The Life S.A.V.E.R.S. can be customized to fit individual schedules and preferences. Even a six-minute version, with one minute dedicated to each practice, can provide significant benefits. The key is to make these practices a consistent part of your daily routine.

4. Self-Leadership: Mastering Your Inner Game

Mastering others is strength. Mastering yourself is true power.

Inner game mastery. The book emphasizes that to take your sales to the next level, you must first take your self to the next level. Self-leadership involves intentionally influencing your thoughts, feelings, and behaviors to achieve your objectives. It's about having a clear sense of who you are, what you can do, and where you're going.

Key principles:

• Take 100% responsibility: Own your results and circumstances.
• Become financially free: Save, invest, and give back.
• Put fitness first: Prioritize health and energy levels.
• Systematize your world: Create systems for work and personal life.
• Commit to your process: Focus on consistent action, not just results.

Self-control and attitude. Self-control, self-confidence, self-esteem, and a positive attitude are essential components of self-leadership. These qualities enable salespeople to overcome challenges, maintain motivation, and build strong relationships with clients.

5. Energy Engineering: Fueling Your Sales Performance

The higher your energy level, the more efficient your body.

Energy is essential. Selling requires an abundance of energy, and the book emphasizes the importance of generating and maintaining a high level of sustainable energy. This involves understanding natural energy cycles and strategically engineering your life for optimum physical, mental, and emotional energy.

Three principles for energy engineering:

• Sleep smarter: Prioritize quality sleep to recharge your body and mind.
• Rest your mind: Incorporate intentional quiet time and relaxation into your daily routine.
• Eat for energy: Choose foods that fuel your body and provide sustained energy levels.

Food as fuel. The book encourages readers to view food as fuel, making conscious choices that support their energy levels and overall health. This includes staying hydrated, planning meals in advance, and being mindful of the energy consequences of different foods.

6. Unwavering Focus: The Power of Prioritization

Successful people maintain a positive focus in life no matter what is going on around them.

Focus is a superpower. Focus is the ability to maintain clarity on your highest priorities and direct your energy towards what matters most. It makes you more effective, efficient, and productive, leading to greater success in sales and other areas of life.

Creating a focus-friendly environment:

• Find your best environment: Identify a place where you can concentrate without distractions.
• Clear the clutter: Remove mental and physical clutter to create clarity.
• Build unwavering focus: Ask yourself what's working, what to start doing, and what to stop doing.

Three questions for focus:

• What's working that I should keep doing (or do more of)?
• What do I need to start doing to accelerate results?
• What do I need to immediately stop doing that's holding me back?

7. Attracting Level 10 Customers: Qualifying for Success

Pretend that every single person you meet has a sign around his or her neck that says, ‘Make me feel important.’

Not everyone is your customer. The book emphasizes the importance of qualifying prospects to ensure you're working with the right people. A "Level 10" customer is someone who needs what you have, needs it soon, and can afford to pay for it.

Benefits of qualifying:

• Ensures you work with people who are likely to buy.
• Tells you where to focus your time and energy.
• Increases your closing rate.
• Speeds up the sales cycle.
• Reduces your costs.
• Gets you the best customers and clients.

Prospecting and the Life S.A.V.E.R.S. The Life S.A.V.E.R.S. can be used to enhance your prospecting efforts. Silence, affirmations, and visualization can help you attract the right prospects and maintain a positive, confident mindset.

8. Miraculous Presenting: Connecting with Authenticity

There are only two ways to live your life. One is as though nothing is a miracle. The other is as though everything is a miracle.

Beyond the pitch. The book emphasizes that a great sales presentation is more than just a pitch; it's about connecting with authenticity and building a genuine relationship with your prospect. This involves being knowledgeable, enthusiastic, and caring.

Key components of a sales presentation:

• Establish rapport and credibility.
• Identify the problem or need.
• Describe your solution.
• Emphasize the benefits.
• Present the price.
• Close the sale.
• Ask for referrals.

Authenticity over perfection. The book encourages readers to let go of trying to be perfect and instead focus on being authentic. This involves being yourself, loving who you are, and letting your genuine enthusiasm shine through.

9. Comfortable Closing: Turning Objections into Opportunities

Selling is telling an emotionally compelling story that inspires your prospects to see a new and bigger possibility for themselves and then simply inviting them to participate in that possibility with you/your product or your service.

Closing is a conversation. The book emphasizes that closing and handling objections shouldn't be reserved for the end of your presentation, but rather, think of closing as a conversation between you and a friend. This involves listening to your prospect's concerns, addressing them thoughtfully, and building trust.

Objections are not rejections. An objection is merely a concern or a request for more information. It's an opportunity to clarify your offering and build a stronger connection with your prospect.

Four closing methods:

• The Comfortable Close: "So, what do you think?"
• Give it a Try: "Why don't you give it a try?"
• Assume the Sale: "The next step is..."
• Ask for Authorization: "If you'll sign here..."

Last updated: March 14, 2025