"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
- Relationship making
- Influence activity
- Educating yourself
Prospecting for New Customers
You need to get out of the office and into the offense. Let me explain. Just last week a tenured salesperson complained that business wasn’t great. He was no longer calling on new accounts, but when asked why, he said that he was afraid that if he went calling on other rep’s accounts they would come after his accounts.
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.