It’s interesting to me that some people in our industry spend so much time talking about selling, thinking about selling and worrying about selling, that they rarely find the time to actually do any selling!
The best salespeople I know are essentially machines when it comes to performing the most important and profitable tasks associated with selling. They focus, like a laser or identifying new leads, quickly qualifying them and converting the qualified leads into sales. And like a machine, they perform those tasks again and again: methodically, consistently and repetitiously. They just keep churning it out.
In fact, the most profitable and productive salespeople don’t spend a lot of time thinking about past failures, worrying about uncooperative prospects, complaining about tough gatekeepers or putting off sales calls. Instead, they just focus relentlessly on doing the job now. They do it, and they do it, and they do it, and then they do it some more!
Naturally, they evaluate what works and eliminate what doesn’t, but they don’t dwell on analysis. They dwell on action. They just get it done.
Contrast that with the actions of average or below average salespeople who come to work, grab a cup of coffee, chit-chat for a while, wonder who they might talk to that day, maybe pick up the phone and “reach out,” “touch base,” or “check in” with a prospect or former client. No real objective for the call, no “next steps” identified or outcomes defined. Just chatting or schmoozing in the hope that maybe someone they touch base with that day will say, “hey, while I have you on the phone, do you mind if I place an order with you?”
Of course, it never happens like that, but tomorrow is another day!
If Your Sales Aren’t Where You Want Them to Be,
Ask Yourself, “How Much of My Time is Spent Thinking
About Selling and How Much is Focused on Actually Doing it?
Qualifying, Meeting and Interacting With High-Probability Prospects and Clients
If you’re not earning up to your potential, the first place to examine is your daily actions. What percentage of your day involves thinking, planning and putting out fires and what percentage is actually spent identifying client needs and selling solutions to people?
Track your actions for just a day or two. You may be surprised at the results.
How many people did you contact? How many were qualified in? How many were qualified out? How many had specific needs and how many were able to convince you they had no needs at all.
Imagine that. A human being with no needs at all.
In the meantime, if you want to spend more time selling and less time spinning your wheels, give us a call at 1-800-494-2721.
If you’re new to the industry and need to get grounded in the essentials of promotional products sales, visit us online at topsecrets.com/gettingstarted. If you need to get clients now with no distractions and no excuses, visit topsecrets.com/tsca. Or, if you’re a smart, focused, independent distributor doing a reasonable volume of sales, join the AIM SmartEQP community today at SmartEQP.com that’s SmartEQP.com.