Law of the Universe: Nothing happens until something moves. Law of Business: Nothing happens until someone sells something. – Jeb Blount.
There is no easy button in sales. Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn a high income.
Inaction breeds doubt and fear. Action breeds confidence and courage. If you want to conquer fear, do not sit home and think about it. Go out and get busy. – Dale Carnegie.
Here is the brutal reality. If you don’t have a plan, you will become a part of someone else’s plan. You can either take control of your life or someone else will use you to enhance theirs. It’s your choice.
Time blocking is transformational for salespeople. It changes everything. When you get disciplined at blocking your time and concentrating your power, you see a massive and profound impact on your productivity. You become incredibly efficient when you block your day into short chunks of time for specific activities. You get more accomplished in a shorter time with far better results.
It is no different in sales. Elite salespeople, like elite athletes, track everything. You will never reach peak performance until you know your numbers and use those numbers to make directional corrections.
The enduring mantra of the fanatical prospector is: One more call.
The key to connecting and winning others over is, therefore, extremely simple: make them feel important. The real secret to making others feel important is something you have at your disposal right now. It’s listening.
One of the most effective ways to unload nonsales activity is to just say no. You don’t have to take on or do everything that others bring to you. Whenever someone brings a task to you that has the potential to derail your Golden Hours and it is not mission critical – say no. This won’t be easy. However, if you consistently create reasonable boundaries, it won’t take long for others to get the message.
Overcoming doesn’t work. There is a universal law of human behavior: You cannot argue another person into believing that they are wrong. The more you push another person, the more they dig their heels in and resist you.
Perfectionism is highly correlated with fear of failure.
Effective delegation begins with effective communication.