Recipe For Sales Success

By
Home Builder with Long Island Cash Home Buyer

 

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

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?”

 

Results

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!

 

Comments (5)

Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy

Beth,

i was just thinking of your. This a very inspiring post.  Thank you for doing this 

Nov 08, 2021 04:31 PM
Michael Jacobs
Pasadena, CA
Los Angeles Pasadena 818.516.4393

Hello Beth and Richard - as Alexandra Ron and Alexandra Seigel  commented this post is interesting.  It makes me think of the Fortune 500 a bit differently.  

Nov 09, 2021 03:37 AM
Roy Kelley
Realty Group Referrals - Gaithersburg, MD

This is excellent advice to share.

Take care, be safe and enjoy the holiday season.

Dec 02, 2021 09:05 AM
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

Hello to the both of you and thanks for sharing this blog with us here in the Rain.  Make it a great day!

Dec 05, 2021 08:22 AM
Patricia Feager, MBA, CRS, GRI,MRP
DFW FINE PROPERTIES - Flower Mound, TX
Selling Homes Changing Lives

Beth and Richard Witt - Thank you for publishing this here on ActiveRain. Someone who served in the military here on ActiveRain with those qualities you described in paragraph one reminds me of our very own Endre Barath, Jr. The rest of us, who are sales agents and did not serve in the military can benefit by everything else you described. When it comes to freedom and independence, you are spot on! Many abuse that privilege and it is very sad. No amount of continuing education and training can't change if people can't stop kidding themselves. During this holiday season and all 365 days per calendar year, I wish you both many blessings. 

Dec 05, 2021 10:35 AM