“The way to become more effective is to prepare to plan and choose process.” – Fred Copestake in today’s Tip 1004
Do you prepare a plan and choose a process?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Fred Copestake. Over the last 22 years, Fred has traveled around the world 14 times visited 36 countries, and worked with over 10,000 salespeople. He has taken the things that really make a difference in modern selling and put them in his book ‘Selling Through Partnering Skills’. Here he is:
Fred Copestake: My tip is, don’t be a busy fool. So this is taken from one of the challenges that I see for modern-day selling, which I categorized as busy, busy, busy. This is where we see salespeople rushing around, being very active, being very busy, but actually being pretty ineffective. It’s where they become quite wasteful. And it’s quite a tiring, stressful way of operating. And it’s certainly one where a salesperson is unfocused and not achieving what it is they’re setting out to do.
So how can we overcome this?
Well, the way to become more effective is to prepare to plan and choose process. So prepare for meetings. Be very clear what it is that you’re trying to achieve. Have an objective. Send an agenda. Think about the sales activity that’s going to help you achieve your target plan that accordingly, do things that are going to make a difference and use a process, work to a system, work to a methodology, use a framework that you know can be repeated time and time again to really make a difference. Those are ways that you can avoid becoming a busy fool.
Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!