Sales calls are a lot like workouts. If you don’t do them first, chances are you won’t do them at all.
You start the day planning to prospect first thing. Then a customer calls. A quote needs attention. Production has a question. Suddenly, it’s 4:45, and you promise yourself you’ll make the calls tomorrow.
Then tomorrow becomes next week.
Stop waiting for your schedule to clear. It won’t.
Set a small activity goal and complete it first. Make two sales calls before 9:00 every day. That’s only 10 calls a week—but it’s roughly 40 calls a month that otherwise might never happen.
If you can do more, front-load the week. Exceed your goal on Monday and Tuesday so one unexpected problem on Wednesday doesn’t wreck everything.
Measure activity, not results. You cannot control who answers, who buys, or when their current vendor drops the ball. You can control whether you make the call and schedule the next follow-up.
Diligence is not endless enthusiasm. It is the consistency of high-value activities—even when you don’t feel like doing them.
If you keep falling short, add accountability. Tell someone what you intend to accomplish and report back at the end of the week.
Stop saying you’ll prospect when you have time.
Get it done first.
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These are the kinds of sales lessons Sales Vault members receive. Join the Vault and get more profitable customers. For more, go to SalesVault.pro or call Bill Farquharson at 781-934-7036.
