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Work Smart, Not Hard

Posted on: February 26

Author: Admin
Work Smart, Not Hard

February 26, 2008Work Smart, Not HardMaybe you don’t make excuses and you work really hard. That’s great, but the problem some salespeople have in maximizing their performance is that they often spin their wheels and never get anywhere. Unless you’re in front of a prospect you can’t get results. That’s why the number of people you see is so critical. The question you have to ask yourself is this” Are you a peak performer or do you work harder and harder and seem to keep “spinning your wheels?”Hamsters run hard, but they never get anywhere. Start focusing on how to maximize the benefits of every situation, and you will find yourself much less frustrated and increase your presentations just by doing a little thinking and planning.The Multiplier EffectAnother thought about increasing activity in regard to the number of presentations you give weekly is this: The more presentations you give, the better you get at each presentation. You get a “multiplier effect”. Practice makes perfect and the more you practice, the better you should get if your head is in the game.Larry was a student who cleverly crammed four years of education into six. He sold books for six summers and was one of the top rookies in The Southwestern Company, but Larry never got any better each subsequent summer. The number of presentations he gave each week never varied much over his six years on the bookfield, and his results never did either. Larry had one year’s worth of experience six separate times. More presentations don’t always mean better presentations, but they should until you’re at the top of your sales organization – then they should keep you there.There are a lot of things to do to get out of a sales slump. One great way to bust through a slump is by increasing your activity to move faster through negativity. It’s a simple way to fix a big problem: Just focus on increasing the number of new presentations you give until you get to buyers again. As you work to increase your presentations, you’ll find that not only will you beat the slumps but you’ll get through them faster.Maybe you are one of the salespeople who believe in “quality not quantity.” You may be of the mindset that three great presentations and three great prospects are better than nine bad presentations and nine bad prospects. That’s right; I agree with that.But won’t you agree that nine great presentations to nine great prospects would be the best of both worlds? That’s what you should be striving for, and that’s what great salespeople do day-in and day-out.“No” is a Part of “Yes”James gave more presentations than anyone in the organization, but Rita outsold him because she sold half of the people she saw. However, it took several years until she began to realize that she needed to increase her activity with new prospects.What did it? Two new salespeople outperformed her in activity and results. The competition finally got her. You may have had a higher closing percentage, but eventually someone’s going to out-work you; and the sales profession favors the salesperson who believes in the law of averages. This year, if you are number one in sales but not number one in activity, someone’s gonna claim your title sooner or later.It is quite simple really: The law of averages really is a law. And ultimately you can’t break it.Every “no” is a part of a “yes.” In fact, learn to love the no answers, because more activity equals more of those. As I left a house in the door-to-door book business, I’d always say: “Thank you for the ‘no.’ Every ‘no’ is part of a ‘yes’, and I have to get a certain number of ‘no’s’ to get a ‘yes.’”In one particular house, I went on to say: “That’s the nicest ‘no’ I’ve had all day. You’re my third ‘no’ in a row, so a ‘yes’ is right around the corner.”As I turned to leave, the woman at the house said, “Come back! I don’t want to be a ‘no.’”Nothing is sweeter to a salesperson than hearing ‘yes’, but in professional selling, our job is to get ‘no’s’ too.To your success,Tom

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