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 timeâ€”on a regular basisâ€”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, theyâ€™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 youâ€™re going to make it big, the odds are good that youâ€™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 â€œget byâ€? 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 salespersonâ€™s calls involve absolutely no pre-call planning.
And expensiveâ€”for the salesperson, the family, and the company.
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