“Figure out the days that you’re going to be out of the office and then correlate the amount of prospecting activities you would have done on those days instead of trying to recover all at one time. Spread those activities over the remaining days in the year that you know you’ll be working. ” – Jack Wilson in today’s Tip 314
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today on this, the day after Thanksgiving, on Black Friday, on what feels like the real start to the holiday season, Jack Wilson proves that he has no fear and I’m just not going to set this up anymore, because you’ll just have to listen for yourself:
Jack Wilson: It’s the most wonderful time of the year when rep stop cold calling and prospects are telling you, catch me next year. It’s when most salespeople go in low gear. Don’t let this be you. The holiday season is upon us and that means you have more excuses than ever as to why your prospects aren’t answering the phone or why they’re telling you now’s not a good time. But those are just that, excuses. What this really is is the time of year where you need to hold yourself the most accountable. See for every prospect that you’ve decided is checked out for the next four weeks, there are even more that are trying to close their year out strong just like you. Know more than ever you’ve got to rely on time as your ally and not as a scarce resource. Sure, many of your contacts will be taking time off and so will you, but we know this is going in.
So step one, quantify exactly when and how much that is for yourself. It’s easy. Figure out the days that you’re going to be out of the office and then correlate the amount of prospecting activities you would have done on those days instead of trying to recover all at one time. Spread those activities over the remaining days in the year that you know you’ll be working. Perhaps making another hundred calls seems pretty daunting, but over four weeks, that’s only five more dials a day. You’ve got that figure out the time away and do the math. It’s easy for you, but it’s not necessarily as easy for your prospects, but it can be when you get the, “Oh, he’ll be out of the office for the holiday.” Say, “Great, I’m glad he or she is taking some time to be with their family. When will they be back in or how much time are they taking away?” Then make sure you take detailed notes of this information in your CRM and play in your calls accordingly. Most salespeople might think to themselves, nobody’s even around. Why am I wasting my time? Well, that’s good news for you because while most salespeople pack it in for the year because they’re happy at just enough to goal, you’ll be facing less noise and competition while you proudly reach out to the business owners or decision-makers who are working just as hard as you are. So sure of your schedule and go book that demo cause you got no fear. It’s when the most successful sales pros make their year.
Scott Ingram: Will you help me thank Jack for going for it with this tip? Add a comment at DailySales.Tips/314 and if you haven’t already connected with Jack we’ll have a link to his LinkedIn profile as well as his full interview on Sales Success Stories and the video of his presentation at the Sales Success Summit… where he may have done something even more bold than singing.
Then be sure to come back tomorrow for another great sales tip.