960 Opportunities to Make Each Day a Success
|Copyright 2014 by Virgo Publishing.|
|By: Brian Sullivan|
|Posted on: 01/06/2009|
"Life is a succession of moments. To live each one is to succeed." This terrific quote is attributed to Corita Kent, an American artist and teacher, but it applies to salespeople as well.
If you want to have a successful sales day, you have about 960 opportunities (16 waking hours x 60 minutes) to make it happen. And the trick is to make sure the percentage of successful moments far outweigh the percentage of stale or unproductive moments.
What defines a successful moment at work? It is one that makes you more valuable to your customers, work associates, company or industry. While the following moments in your day may be necessary, they are not necessarily increasing your value. Yet many average employees burn up too many minutes each day checking e-mail, offering quotes that don’t turn into sales and tracking down information.
Rather than focusing on activities that may not create or increase your value, try the “960 Moments of PRIDE.”
Prospecting for New Customers
News flash! In business, the best way to defend your own accounts is to make people defend theirs (by the way, this doesn’t mean low-balling the price!). It’s the idea that the “best defense is a good offense.” If you spend more time in the office and not enough time on offense, your value is decreasing while your competitor is increasing. There is no plateau in this business. Your value is either going up or down.
Reach out to at least one person in your network each week and be prepared with one or two specific questions. Don’t reach out just for the sake of “reaching out!” Set a clear objective. For example, “My objective in meeting with Joe is to get him to tell me at least three things that he does to separate him from the competition.”
By setting a specific objective for your networking meeting, you will get more out of it. In addition, find a way to help Joe in three ways as well. That will keep him an active member of your 960 relationship file.
Think about it. When will that customer get your note? Tomorrow or the next day? Guess what that note will say about your ability to serve them. It says you care, you pay attention to detail, you have five-star follow-up skills and you have time to do the little things for that customer. That note can say those things even better than your lips because it is done in the spirit of service.
For those of you who do everything online, find an online card creation service that will enable you to pick a card, personalize it and e-mail it all from one site.
During that time, you can read a trade journal, visit a competitive website, call a current customer for feedback, read a sales book...the list goes on! But if the ultimate goal is to be able to provide more value to your customers than the competition, you need to be smarter than them. And the 960 rep doesn’t get smarter by accident.
Lastly, remember the only difference between top performers and the average ones is how they look at each moment, each hour and each day. There is a sense of urgency in high achievers that has them keeping score between productivity and wasted time.
Top performers simply come closer to 960 Moments of PRIDE than others. And when they roll over to set the alarm clock before bed, it is at that moment they can tell themselves, “I made my objectives. I served others. I made a difference, and I did my best. Today was a great day!”