“Do not love sleep or you will grow poor; stay awake and you will have food to spare.”
Today is 20% of your salesweek.
Two salesdays are 10% of your month. (A salesmonth is made up of roughly 20 days.)
To lose only two salesdays each month to fatigue or a desire to wait for a better day to make the call would be to lose more than a full month of salesdays each year (insane… do you see that?).
Imagine if your income reflected your slow days… and know that in the long run, it probably does.
Including today, roughly 30 salesdays remain in the quarter. Tic toc.
TBIF (too bad it’s Friday – the last salesday of the week)
Who should you remind? Get your printable salesdays for 2011.
“I love the man that can smile in trouble, that can gather strength from distress, and grow brave by reflection.”
–Thomas Paine (1737–1809)
American political theorist & writer
In early 1776, Thomas Paine published the best-selling pamphlet Common Sense. It sold more than 500,000 copies (before the Internet), influenced the U.S. Declaration of Independence, and set the stage for The American Revolution (some pretty powerful words).
“Your most unhappy customers are your greatest source of learning.”
–Bill Gates (1955 – )
Co-founder and chairman of Microsoft
You can draw value from a naysayer or cynic by remaining objective and positive in your thinking (yes, it can be tough).
Occasionally, they’ll point out valid hurdles or challenges you haven’t seen (even if they present it like an @ss). With their help, if you can remain objective (and keep your ego in check), you’ll have a better chance of getting something valuable from the interaction.
Stay objective. Be no ego. Get value.
“I was taught that the way of progress is neither swift nor easy.”
–Marie Curie (1867–1934)
Polish-born French physicist and chemist
two-time Nobel Prize winner
Embrace the objections of your prospects and customers.
Right now and over the next several weeks, position in your mind the regular objections you hear as not only an inevitable step to bringing in more business, but also a positive step. Objections confirm a level of need or desire for your product or service and help you better determine the next steps you should take in a sales process. For the prospect, it’s your responses to the objections that help validate or support their buying decision.
This is the reason the responses to your top objections (those you and your team hear most often) must be planned and prepared with a professional’s level of attention.
The keys… Appreciate. Validate. Be direct.
“One benefit of risking failure:
the risk of success.”
–Sam Parker (1965 – )
Co-founder of JustSell
“Diligence is the mother of good luck.”
– Benjamin Franklin (1706–1790)
American statesman, scientist, and printer
luck: noun: a force that makes things happen
You want more luck? Be the force that makes it happen…
- Prepare. Work hard to be ready for the opportunities that are important to you. Research. Practice. Perfect.
- Be awake. Pay attention to the people, events, and things around you. Evaluate logically and trust your gut instinct.
- Take action. Put yourself out there. Explore. Be vulnerable. Make contact with people. Take risks.
- Expect positive results. Optimism improves your chances. If (when) you fail, embrace the lesson and continue on, smarter.
That’s it. Now go be lucky (and sell something).
(inspire someone with the Push Your Luck card or wristband)
30 seconds on how to minimize your sales luck (from The Badger)