How much time should I spend selling?
More often than not, when selling, there is one element we over look and massively underestimated. We can think positive thoughts, we can prepare our call lists, opening statements, be ready to handle all objections, understand the benefits of 1000s of products, sharpen all our pencils, fill in all our forms and dress to impress. However, the thing most plans fall short on is the level of ‘activity’ necessary to produce the desired result.
Linking in with the spotlight effect, many of us under estimate or we are just unaware of the level of work, time and commitment needed to achieve a result. The sales industry is an equal playing field regardless of your sales experience or ability. If the experienced sales professional in your office gets a sale from every ten calls and you only get a sale from every 40 calls, then making four times the sales calls makes you equal. Also, making four times the calls will massively increase the speed at which you develop and you will ultimately over take the person in top place.
When planning your sales process work out what amount of time you will need to dedicate to cold calling, following up, networking and final meetings. Then treble it! We all have socially imposed ideas of working hours, breaks, time off and ‘rest’ time. To truly succeed, set your own agenda. Don’t work to company targets and KPIs, set your own that far exceed what is expected and then work tirelessly to achieve them. There are many elements to being a great sales person; confidence, attention to detail, charisma, product knowledge, being a great listener. The overriding factor that makes people achieve in sales is hard work. How do you know when you’re reaching levels of action that will truly generate you the results you want? – When people start telling you that you are working ‘too’ hard, you need a break, slow down. You are now exceeding their self-imposed limits and working to new rules and levels of ambition. You are creating your own brand – you. Remember, in business nothing happens until somebody sells something.