Salespeople are quick to say that they don’t have time. I’ve heard far too many salespeople complain about how they could sell far more if only their time wasn’t wasted on so many stupid activities. The problem is they’re only making an excuse for their own ineptitude.
First, let’s accept the fact we always have to spend at least some time on some activities we don’t feel are productive. You could even say time using the rest room is not productive, but we won’t bother to go down that road.
Great salespeople realize there will be interruptions. They know no day will flow perfectly and they accept it. In the e-book, 14 Things GREAT Salespeople Do, I explain that one thing that sets great salespeople apart from being average: They understand how to use time effectively.
Great salespeople never allow a day to end without knowing how they are going to use the next day effectively. They don’t just say they’re going to prospect the next day. They actually build their list, develop their questions, and get everything in place to make sure it happens.
Average salespeople, on the other hand, are far too willing to wait to see how time evolves to determine if they can get something done. Great salespeople are ready to go. They drive how they use their time, rather than allow others to manipulate how their time is spent.
The difference between good salespeople and great salespeople starts with how they use their time. If we expect to accomplish goals, spend time doing what needs to be done.
One of the biggest differences I’ve found in working with thousands of salespeople across numerous industries is great salespeople have better customers. This is because they spend more time prospecting.
Bigger yet, they’re disciplined in how they use their time when prospecting. A vast majority of salespeople treat key activities such as prospecting as something they know they need to do, but something they never get around to doing as much as they should. The reason is simple – they’re not disciplined.
The disciplined salesperson uses their time effectively. I can’t stress this enough. What drives me crazy is how salespeople who are average at best somehow think there is no way they can achieve greatness. And ironically, the whole time they’re thinking this, the only thing they’re doing is wasting time. It’s no wonder that average salespeople are killing so many sales.
How do you use your time? Do you know what you’re going to accomplish tomorrow before today ends? Are you focused on using the first 30 minutes of the day making it happen, or do you spend the first 30 minutes thinking about what might happen?
Over the years I’ve found that a common thread among top performers is their ability to use the first 30 minutes of the day effectively. What is interesting is when you use the first 30 minutes of the day effectively, it’s amazing how much more effective you are the rest of the day.
The salesperson who wastes the first 30 minutes of the day figuring out what is going on is the person who will never get into overdrive.
Do you want to be great? I guarantee you that great salespeople are great because of the 14 Things They Do day in and day out, 365 days a year.
Mark Hunter, “The Sales Hunter,” is author of High-Profit Selling: Win the Sale Without Compromising on Price. He is a sales expert who speaks to thousands each year on how to increase their sales profitability. He was named one of the Top 50 Influencers in Sales by Top Sales World. To receive a free weekly sales tip and read his Sales Motivation Blog, visit www.TheSalesHunter.com. You can also follow him on Twitter, on Facebook and on Linkedin.