And Now, a Word From Your 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 late summer and early fall. You made seven calls a day every day without excuse and now look at you. Why’d you quit?
Have a look at the calendar, Ace. It is mid-November. You missed some work because of vacation. Okay. I will give you a mulligan for that one. And yes, you have a lot on your plate today and all week, what with the move and creating new training programs for 2017. But you cannot tell me, your conscience, that you don’t have time for seven tiny calls a day. Come on! Do the math with me: seven calls over the seven-ish weeks left in 2016 is 245 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 points:
- Focus and make seven calls daily between today and the end of the year if you want to keep the momentum going
- If you want to get something done, do it first thing.
Now rap it up and get back to it. No more excuses!
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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 email@example.com 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.