Kierkegaard on Sparks and Momentum

“A road well begun is the battle half won. The important thing is to make a beginning and get under way.”

–Soren Kierkegaard (1813–1855)
Danish philosopher and writer

Top 3 activities that can hobble a salesday…

  1. Talking with people who can’t move the sales process along
  2. Unnecessary research activitiesWhat’s too much? There’s really no definitive answer. It’s particular to your sales world. Many people start to get a gut feel for when they should move on. The key is to act on it and make the call (rather than making sure every little thing is known before the call – fine line, of course). You might be surprised what you can learn by asking a straightforward question of the person who answers the phone or responds to an email.
  3. “Crafting” or “drafting” a script, email, or letter

Needs to be done, but almost never during the money hours.

Always remember… A real sales day is made of contact with people. Avoid the hobble.

 


 
 
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Nightingale on Embracing Responsibility

“I attribute my success to this: I never gave or took an excuse.”

–Florence Nightingale (1820–1910)

English pioneer of modern nursing

Sales reminder…

Objections are a requirement to a successful salesday. It means you’re engaging your prospects and customers and helps you move the sales process along (or end the process with an unqualified prospect).

When there’s an objection, it’s one or some combination of 8 possibilities.

When you’ve hit a wall with a prospect, check your sales opportunity against JustSell’s 8 objections (and get a printable reminder).

All along, make sure you’re qualifying continually (use our guide here).

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