ORGANIZATION AND DISCIPLINE
Become a Can’t Miss Salesperson
One hundred and seventy-five of the Fortune 500 CEOs are former U.S. Marines. “Ziglar On Selling”. The Marines teach organization, discipline and commitment. They also teach loyalty, personal responsibility and mental and physical toughness. In the sales world those qualities will take you a long way. Those qualities combined with sales knowledge, a caring attitude and reasonable social skills will give you the ingredients for a can’t miss salesperson.
The Time of Your Life
The discipline we all need is attainable. Sales giant Walter Hailey says research proves that 70% of all sales are made between 7:00 AM and 1:00 PM, 20% between 1:00 PM and 4:00 PM and 10% are made after 4:00 PM. When people are energetic and just getting their day started, they are in a more optimistic and responsive frame of mind. Not to mention the fact that salespeople are more motivated and excited about what they are doing earlier in the day.
Stop Kidding Yourself
Due to the fact that salespeople have so much freedom and independence in the world of selling, it is very easy for them to kid themselves about what they do and don’t do. They don’t always get to work on time; they don’t make all the calls they claim to make; they don’t really follow up as they should and they often don’t work the hours they tell people they do.
When Do You Do What?
Figures vary enormously as to where the typical salesperson spends time. Many have calculated that less than two hours of the working day are actually spent in the sales process. Does it surprise you to learn that real sales professionals, with no more time than average performers, will spend twice as many hours in front of prospects as average producers do? They make sales, not because of exceptional sales ability, but because they have prioritized what is important in what they do on a daily basis.
Recipe for Sales Success
Generally speaking, high-producing sales professionals do work harder than the average producer. The reality is that simply outworking your competition will put you in the upper echelon of selling. I’m not talking about working 80-to-90-hour weeks, but one extra hour per day will allow you to outdistance most of the field and surprise yourself in terms of dollars earned.
“Time” To Be Successful
A common trait of the top producers is being “time conscious”. Professionals know that everyone has the same amount of time, 24 hours per day, and that one of the keys to success is the use of this allotment of time. Sales professionals don’t count time; they make time count. Independent sales professionals who discipline themselves to keep detailed records are more productive.
Take Control of Your Time
Just because you see or remember something that needs to be done or others call your attention to something they want you to do, does not necessarily mean you have to change your course of action. When you plan your day and your direction is clearly set and you are working towards a specific objection, you are far less likely to let people with “time to kill” murder your time in the process. As much as 80% of the salesperson’s time is involved in activities that do not directly generate business. Top salespeople are certain that they devote the bulk of their time to face-to-face sales and service situations that directly or indirectly lead to sales.
Efficiency Vs. Effectiveness
You have heard before that efficiency means doing things right; effectiveness is doing the right things.
Self-Analysis is a magnificent procedure and should be designed to answer some questions: “Do I need to perform the activities I perform every day or do I need to perform them in another way?” “Can I increase my overall productivity by increasing my effectiveness?” “Am I working hard enough?” “Is my day planned effectively?”
As you get results, be sure you know how and why you are being successful so you can duplicate success. Nothing is more devastating than the salesperson that is “on a roll” and selling everybody in sight, then one day the person just “goes dry”. What happened? Ask yourself, “Why did your last customer buy from you?”; “Where did he or she come from?”; “How long did it take you to complete the sale?”; “What is your closing ration?”; “How does this ratio compare to last week, last month, last year?”
The Most Common “Misconception”
Too many people believe that organization and discipline restrict spontaneity; the exact opposite is true. When sales professionals take the necessary steps to become even more organized and disciplined, they are taking steps toward maximum utilization of time and effort, which frees them in all areas of life!