Conquering the 'I Don’t Want to Sell Today' Blues - Short Attention Span Tip
“I really don’t want to prospect today.”
Everyone at one point or another during the selling week has this thought, myself included. We are tired. We didn’t step well. We got yelled at. We’re in a bad mood. For whatever reason, the drive to make those sales calls is in park.
At this point, because this is the sales tip, you are probably expecting me to tell you to suck it up, that there are no acceptable excuses, etc. And okay, a part of me wants to tell you that because it’s true. No one has sympathy for a sales rep who is not in the mood to sell.
But my tip today is not to guilt or shame you into action. Rather, I encourage you to be ready for those dips in sales energy. Two thoughts:
First, front load your week. That is, prepare your schedule so that your primary sales activities occur on either Monday, Tuesday, or Wednesday. This way, if you hit the wall towards the end of the week, you’ve already got your calls in.
My second thought for you is to think of sales calls as making bank deposits. By making additional sales calls whenever possible, you have a positive bank balance to fall back on during those rainy day, “I really don’t want to prospect today” days.
Remember, the most important part of time management is preparation. By planning your week ahead of time and front loading your sales activities, you can be ready for that inevitable moment when you’re just not feeling it.
The other part of this tip involves getting out of that rut. While it is expected that your to have these low-energy days, it’s important that you recover as quickly as possible. There are still plenty of things that you can do, such as find the names of new prospects, do some research, follow up on some quotes, etc., that will move the sales needle. Go ahead and take a breather, but keep it brief then get back at it.
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