5 Positive Assumptions Every Sales Rep Must Make
Something fantastic is going to happen today.—We eternal optimists don’t understand the rest of you. Why would you get out of bed if you didn’t believe this assumption?
I grew up in Boston and spent 44 years, 7 days, 1 hour and 37 minutes saying, “Just wait until next year!” before the Red Sox finally reversed the curse. My friends, I know a little bit about optimism and patience and believing that something fantastic is going to happen this season. Make this assumption every day and watch what happens. Remember, you heard it here first.
If I sell hard this month, it will grow my sales three months from now.—There is very little you can do to affect your sales this month. It is what it is. Oh, and next month? Already in the books. Done.
You are working on your sales three to six months down the road. String together three months’ worth of hard prospecting and combine it with the above “Something fantastic...” assumption and you will have something to look forward to: Sales!
You can always, always, always improve your sales efficiency.—No matter how well you are handling your time management, you could always do better. There is always fat on that bone. This assumption is a curse every bit as much as it is a blessing.
Just because you could work harder does not mean you should. As much as it is important to “not just sit there, do something!” it is also important to “not just do something, sit there!” All I know is that everyone gets the same number of hours in a week. If you are being outsold by a competitor or even by someone in your office, a part of the reason why comes from the fact that the other rep is more efficient with his/her sales time. Assume, therefore, that it’s true.