One of the key attributes of an elite salesperson is their ability to build momentum in their sales activity and to maintain that momentum continuously throughout the year.
For many this needs to be worked at and here are a few tips on how to do that:
Set targets and picture the results
If you don’t set yourself a target (above and beyond what your manager might have set you) that you can see and want, then it is unlikely that you will ever get there.
Focus and determination on achieving these goals will mean you are more likely to get there than those who can’t picture what success looks like.
Make the time
One of the reasons people try to justify why something hasn’t been completed is because ‘they don’t have the time’. Ask yourself these two questions, if you wanted to go on holiday would you be able to find the time to go? While you were away on holiday, would the organisation collapse in your absence?
The answer would be no it wouldn’t collapse, the same can be said when you take time out of your day to complete the sales tasks you need to but you don’t have the time to do. Set yourself time in your day, where you ignore the usual distractions and make time for sales.
Invest the energy
Now you have found the time to dedicate to pure sales activity – use it wisely. It can easily get lost in researching a client by trawling through the internet without really coming to a conclusion. If you have an hour don’t waste it – you will know if you are spending your time productively or if you are using your time for ‘escape activities’.
Be consistent
Like any change we make to how we work or plan our day, it only benefits us if we are consistent with these changes. It may seem like a mountain to climb when you first adjust how you approach your day but once you have repeated this over days, weeks it will quickly become habit and simply another part of your day, which will maintain continuous momentum and increase your sales.
Always be ahead of the curve.
Keep that momentum by investing in my award winning sales excellence masterclass this September. I'll share with you years of experience and knowledge to help you effectively plan and execute bulletproof strategies that get sales.
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Published by James Osborne July 27th 2016
James Osborne
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