A Message from My Conscience...
Psst! Hey, Bill. It’s me: Your conscience. What’s going on? Are you still making excuses for not staying consistent with your prospecting efforts? What’s up with THAT? You’re having a record month BECAUSE of the consistency you showed in May. You made six calls a day, every day, without excuse and now look at you. You are thinking about buying yourself a new Harley instead of sticking with what worked.
Have a look at the calendar, Ace. It is June 14. You missed yesterday because of Emma’s college orientation. OK, I will give you a mulligan for that one. And yes, you have a lot on your plate today and all week. There is even a Game Seven to watch (and, if all goes well, recover from). But you cannot tell me, your conscience, that you don’t have time for six tiny calls a day. Come on! Do the math with me: six calls over three weeks is 90 calls.
Given what you are selling, your close ratio should be high. Yes, you are busy. Yes, you have other things going on outside of work. But this is sales, Sport. This is what you do. This is who you are.
Oh, what? You don’t think you’re wasting time? Let me ask you something: What time is it right now? What time of day are you writing this blog entry? Uh-huh. I thought so. You are as bad as your clients sometimes, did you know that?
OK, your cute and clever blog entry is done and you’ve made your point: focus and make calls daily between today and the July 4th weekend, if you want to keep the momentum going. Now wrap it up and get back to it. No more excuses!
Are you sure you couldn’t have made your six calls yesterday?
Bill Farquharson is a partner at Idealliance. As a print-specific sales trainer, Farquharson applies a fundamentally-sound approach to his coaching, online programs (found at sales.epicomm.org), and live presentations. Contact him at firstname.lastname@example.org or (781) 934-7036 to discuss your sales challenges.