A Simple Sales Choice

I have discovered a secret.

Several times a day, we are each faced with a choice. The choice comes down to a question: "What should I do next?"

Scanning our to-do list, we look over the have-to’s and compare them with the want-to’s. More often than not, the want-to’s win out. We gravitate towards those tasks that are deemed more desirable, more fun, and more instantly gratifying. Call it, "Being human."

But what if we made a different choice? What if, prior to deciding what to do next, we reached for the phone and made a couple of sales calls? Just two. What would the impact be on our total sales count at the end of the day?

Try this: At the top of your to-do list write the words, "Make Two Calls!" as a reminder. Then, as your day progresses, follow that mantra as often as you can. See where it leads you.

That's it. No need to expand on this thought.

Bill Farquharson is a Vice President at NAPL. His training programs can drive the sales of print reps and selling owners. Check out his Sales Resources page and contact him at (781) 934-7036 or bfarquharson@napl.org