Important Non-Sales Actions
Imagine you are going for a walk in the forest when you come upon a man sawing down a tree.
“What are you doing?” you ask. “I’m sawing down a tree,” he says.
“How long have you been at it?” You ask.
“Two or three hours so far,” he says, sweat dripping from his chin.
“Your saw looks dull,” you say. “Why don’t you take a break and sharpen it?”
“I can’t. I’m too busy sawing,” is his reply.
You know, one of the hardest things to do in business is, as Stephen Covey calls it, "sharpen the saw.” We are all so busy with our day-to-day activities. The idea of stopping so that we can get better, more efficient, and ultimately more successful sure sounds like a good idea.
And yet, we don’t.
Build time into your selling schedule for activities which Covey would label, "Important, but not Urgent." for example:
- Call an existing customer or two and ask, "What is your greatest business challenge right now?"
- Do a deep dive into the analytics of any LinkedIn post you may have put up.
- Read or reread all or a section of your go-to book on sales.
- Make a video about a recent success story. Use it in your marketing.
- No marketing plan? Make one.
- Call clients you’ve sold to recently and ask, “How did everything go? Was the quality what you expected? Any suggestions for next time?”
None of these actions are likely to result in an immediate sale. However, the knowledge you will gain will be worth the effort. What’s more, calls to customers show you are interested in their business and you might even learn something, as I did, that results in a fundamental shift in how you see your entire business.
I recently took a break from creating Sales Vault content to learn more about how people were consuming it. It was REALLY hard for me to do since I love the content creation. What I found surprised me and made me see my own program in a new light.
I sharpened my saw.
What tree are you cutting down? What’s your saw? And what non-selling activities can you do that will give you new insights of your own?
Solved at SalesVault.pro:
- How to add a sales rep
- I hate selling…but I need to grow
- Selling thru LinkedIn
- Crazy-busy selling
- Landing Big Fish
- Getting your price
- Beating voicemail
- Finding great leads
- Selling to that hybrid worker
You’ll find answers and ideas inside The Sales Vault. Join Bill, sales reps, and selling owners at SalesVault.pro. Bill can be reached at 781-934-7036.
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at firstname.lastname@example.org or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.