“Write down a list of the things that you know you need to do every week and then assign them a time and a date. Make sure that you commit to getting those things done because sometimes that’s the only way you can make sure that they can happen.” – Jeff Bajorek in today’s Tip 264
Do you have a planning problem?
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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 Jeff Bajorek. This is part 8 of Jeff’s 16 part series that he kicked off back in tip #208 called “You Don’t Have a Closing Problem.” Here’s Jeff with today’s installment:
Jeff Bajorek: You don’t have a closing problem. You have a planning problem. Now, this should go without saying, but the only way you’re going to be successful is by doing more of the things that will make you successful. And the best way to do more of those things is to plan for them in advance. Now, what are your most important priorities every week? Are you waiting until Monday morning to decide or are you thinking about it on Sunday or even the week before? What does your calendar look like and do the most important activities that you need to do on a weekly basis? Are they scheduled somewhere? Do you have time blocks set up so that you can execute on those most important priorities? Or are they just something you’re going to get to cause while you know they’re real important. Yeah, Until all the little red circles on your phone pop up and your colleague pops over to your desk or that customer calls with a fire that needs to be put out. Would your calendar convict you of being a sales professional? My friend Mike Weinberg likes to say that, and he also likes to say that nobody defaults to prospecting mode. So if you’re not planning your most important and sometimes your most uncomfortable activities to do, even though you know they need to be done when you don’t want to do something, finds a way of not getting done. Now we’re going to talk about discipline a little later, but write down a list of the things that you know you need to do every week and then assign them a time and a date. Make sure that you commit to getting those things done because sometimes that’s the only way you can make sure that they can happen. And as I said before, the only way you can be successful is by doing more of those things that will make you successful. You know what they are. Now’s the time to set aside the time to make sure that they get done.
Scott Ingram: For more about Jeff and for links to the previous tips in this series just click over to DailySales.Tips/264 that’s also where you’ll find the video version of Jeff’s tip. Then at the very least follow Jeff on LinkedIn and say hello. He has been such an important contributor to the broader Sales Success Community and he’s going to be here in Austin next week at the Sales Success Summit along with Jason Bay, David Weiss, Jack Wilson, Evan Kelsey, Warwick Brown, and a few others that you’ve heard sharing their tips and ideas here. Over on the Sales Success Stories podcast, Jeff will be doing some short live interviews at the Summit and we’ve got a system in place where those will get posted just an hour or two after he finishes recording them. So make sure you’re subscribed to the Sales Success Stories podcast as well so you can hear some more greatness from Jeff Bajorek.
As always we’ll have another great sales tip for you tomorrow. Thanks for listening!