Are there some new habits that you've been wanting to add
to your routine but just never got them to stick?
How about some basic sales activities that you've
started doing for a week but then they fell by the wayside?
This is one of the more common issues that I see
sales people facing.
There are simply so many distractions out there that the
good habits simply just don't stick.
Maybe they last for a few days, but not long term.
But having those key habits actually stick,
is the key to success in selling.
And in this video, I'm going to show you five steps
to start any sales habit.
Check it out.
(electronic clicking)
Number one, determine what's actually top return on time.
So often, sales people commit to habits that aren't even
a good use of their time in the first place.
This is not only a waste, but it will eventually create
resentment towards your selling and really lead to burn out.
For example, committing to making 100 cold calls per day
to low level prospects, is probably not the best
use of your time.
Not only is is painful, but it's not going to even lead
to making serious money.
On the other hand, committing to asking for, let's say,
one introduction or referral every single day,
is a very high return on time activity.
It doesn't take a lot of time and it can lead
to huge upside.
But be very clear on what actually will have that high
return on your time.
Number two, write out one sentence as to why it's important.
Get very clear on why you need to start this habit.
This isn't just some silly motivational stuff.
It's critical to actually holding your feet to the fire.
Think about what will happen positively
as a result of implementing this habit.
Or, what pain will end as a result of this change.
Why is this important to you.
Know that why inside and out, and make sure it's compelling.
And if, by the way, it's not compelling, then either
go back to the drawing board and start over,
or find a more compelling new habit.
Number three, start smaller.
There is nothing less motivating that getting
your ass kicked.
Just think about starting going to the gym.
Imagine you're out of shape and you want to
start working out.
Do you start your first workout at the same intensity
as the fittest person in the gym?
Of course not.
That would lead to complete failure.
And the same goes with sales habits.
If you're currently not making any sales calls each day,
then commit to do five a day.
Not 50.
Get the feel for the smaller effort for a few weeks.
And once you're used to it, up the volume.
Number four, schedule it daily.
The only way that something actually becomes a habit
is when you do it consistently.
Weekly habits are actually much more difficult to maintain
than daily habits.
So, commit to doing a fewer number each day as opposed to
a lot on just one day a week.
So for example, five calls per day is easier to maintain
than doing 25 calls but only on Tuesday.
Make the habit a part of your daily routine.
And don't let yourself leave the office until it's done.
Number five, say no a lot.
Now, we've spent this whole video about talking about
what you should do.
But what about the things that you should stop doing?
Now, what I've noticed, is that time is a finite thing.
And there is only so much of it on any given day.
And chances are, there are at least five things that you do
each day that you could stop doing.
Or, just offload to someone else.
And even more so, there are probably folks who come to you
everyday asking you to do things.
Start telling them no.
It's not mean.
You're not being a jerk.
It's just that in order to be successful,
you can't be distracted.
In order to get that habit, that important habit done,
you need to say no to other requests constantly.
And that's for me, my ability to say no constantly
is one of the reasons that I've been able to build
such a good sales success.
So there are five steps to start any sales habit.
I wanna hear from you.
Which of these ideas did you find most useful?
Be sure to share below in the comments section
to get involved in the conversation.
And if you've enjoyed this video, then I have this awesome
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Until next week.