sales discipline | richard tan success resources scam
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Discipline yourself to do the things you need to do when you need to do them, and the day will come when you will be able to do the things you want to do when you want to do them!TRANSCRIPT
SALES DISCIPLINE
Discipline yourself to do the things you need to do when you need to do them, and the day will come when you will be able to do the things you want to do when you want to do them!
The discipline we all need is attainable. Specifically, if you and I can look at the benefits for starting our day at the proper time—on a regular basis—we will be inclined to do what is best.
Sales giant Walter Hailey said research proves that 70 percent of all sales are
made between 7:00 a.m. and 1:00 p.m., 20 percent
between 1:00 p.m. and 4:00 p.m., and 10 percent
after 4:00 p.m.
When people are energetic and just getting their day started, they’re obviously in a more optimistic and responsive frame of mind.
In addition, these sales result from the fact that
salespeople are also more excited and
motivated about what they are doing.
Discipline and organization make a
difference in sales. If you’re going to make it big, the odds are good
that you’ve got to make it early.
The obvious exception to this would be in direct
sales businesses where calls are made in the
evenings, but even people in traditional sales
positions are finding the daylight hours to be most
productive.
Because salespeople have so much freedom and independence in the world of selling, they do not always exercise good judgment or sound integrity as they go about the business of selling.
They don’t really get to work or to the presentation on time; they don’t really make all of the calls they claim to make; they don’t really follow through as they should; they don’t really work the number of hours they put down on their reports.
In the process they can fool their managers or employers. It is an absolute impossibility for a manager to know every thought, every action, and every moment that the individual salesperson invests in the sales process.
Yes, you can fool your manager and “get by”
with some of that inactivity, but who are
you really hurting? Who are you really kidding? What does it do to your
bottom line?
According to Terrence Patton, a crisis sales
training consultant from Roanoke, Virginia, 20 percent of sales calls
reported never take place, and over 15
percent of a salesperson’s calls
involve absolutely no pre-call planning.
And expensive—for the salesperson, the family,
and the company.
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