Eight steps to Make Your Day in Sales a Success

you hi everyone Peter here I want to talk to you today about getting your sales de set up and successful and i'm going to give you eight tips aight rules call it what you will but eight disciplines that you should be following in order to make that day as productive as it can possibly be the first of those rules is get a good night's sleep I know for many of you that might be easier said than done but the fact of the matter is is that your day in that day you must be in the moment and that means being in what is known as present time and we all know that feeling of not getting enough sleep and just like not getting enough food and in feeling your thoughts you know moving to other things you know your attention going in other things other than your prospects and how you can make this day as productive as it can possibly be on another note on that same subject of getting a good night's sleep and when I talk about a good night's sleep but it might be eight hours for you that might be the the perfect amount for me six hours at the very most sometimes it's five hours from me and the older I've gotten the less sleep I seem to need so it's different for everyone Zig Ziglar once said in a great tape I listen to this years ago and he equated great salespeople to race horses and he said look how do you have the race horses going from bar into barn at late at night those race horses need to be rested they need to be ready to go the next day and everything is focused on on their physical well-being so that's number one number two food exercise and energy and the energy that comes from that I'll be the first to admit i'm not a big exercise guy but i love to walk you know i'm moving all day long there's a lot of activity that goes on in my life for some of you that might mean getting to the gym two or three four times a week great if that's the case and but having the proper amount of food is paramount what i've learned to do particularly since I go into so many big senses and work in those businesses I will bring energy bars with me I might bring nuts I might bring things that will build my energy and keep me going I've even learned now to get my little cans of expresso coffee one of my favorite treats now just for those those three o'clock in the afternoon treat stick to keep me going for the rest of the day so remember within that time frame whether it be eight hours or 10 years 10 hours your energy needs to be running at full tilt number three and this is a tip and I really recommend this and that is start your day early rolling into your office at nine o'clock or 930 might be okay if you work a later shift and a lot of the people you're talking to you can't talk until two later on in the evening that's completely different and but I do believe in getting an early start to the day I think that preparation is vital when it comes to looking today for prospects following up with prospects making sure that I'm organized and getting into the office too late the day is gone you know most of the American business world and I'm talking here in the US the American business world that I know of starts early and if that's the case be focused on and be ready for it and in those that early period of time whether it's a period of reflection while you hid your desk you're about to look at and who you're working on for that day you might be looking at prospects that are in progress that are in the pipeline that you're working on regardless get an early start and you'll find yourself becoming that much more productive during the daytime number four and it Strange's the sounds it Dress for Success dress well learn to dress well and at the very least if you're going to your office and there is a possibility of you going out to visit a client at least bring your maybe your jacket your suit your shirt tie and but I will tell you this I remember many years ago when i was in my franchising days of selling franchises and our franchise is at that time could be home based you could either run at home based or you could run it in office space and I remember my own viewpoint when I first got into the business is this is back in the early 90s and I love the fact after coming out of another industry that I could get up in the morning drink my coffee and wear my pajamas while I was on the telephone or while I was starting the day going and guess what it didn't work it didn't work for me because you know generally I'll wear my pajamas on a weekend morning I may be a Sunday morning when I'm reading the Sunday paper but get out of that habit when it comes to selling look the part feel the part even if you're working out of your home at least dress in such a way that you feel better because for many people and I do believe it dressing better makes you feel better and if you feel better you're going to smile on the phone and you're going to put more attention into your day and put more attention on on how you look and how you're perceived it's a habit that for some people might be hard to break but believe me once you get into doing it one once you get into actually deciding that you're going to look that much better you will start feeling that much better number five make a decision for the day this is this is now that you've had your good night's sleep now that you've had some a good breakfast now that you've you've gotten some food there now that you are ready to go you look the part you're you're it's early in the morning now make that decision for the day and for some of you it might come when you first get out of bed and what do I mean by that decision it's how the day is going to happen remember folks this is this is really vitally important for salespeople you are not like other people you're not look around the the the businesses that you work in look at those people that have decided to work in administration their world is very different from yours you make the day you create the day the day is there for the taking you either decide to make it happen or you don't that old saying of you get what you wish for it's extremely relevant it is very true you do would you wish for and I think that's what separates sales people there optimist at heart the glass is always half full you know their their risk takers to a certain degree they go out on a limb they have decided many of them that the most money they could possibly make within a 40 or 50 hour week is money they create don't limit me don't give me an hourly wage don't give me a salary that I'm I'm obligated to regardless of the effort that I put in give me the opportunity and I'm talking as a sales person here give me the opportunity to to outpace everyone else in this company and all I'm looking for is is is a is a product and our service that I can feel great about I want to go out and I want to make it happen that was number five Number six put a daily plan together the daily plan being a to-do list what you're going to achieve that day some of the most successful people i know our list makers they'll commit at the beginning of every day and they will write down 15 2020 objectives for that day I need to call this guy I need to call that guy I need to do this I need to do that you might even set it up where you have business on one side of your page and some personal items that you need to get out of the way on the other side of the page regardless you will be amazed at how better you feel when you put a line through it saying it's done you know we accomplished so much by getting things done put the list together make it a ritual every single day call it a battle plan call it a to-do list you would be amazed at how even with administrative personnel you will and me again coming into businesses working within businesses where I might ask somebody what's on your lineup for today and they go well I'm thinking of doing this and I'm hoping to do this and I'm great put it in writing put a list make the list and make it happen you can make that for the week at the end of a week so here your week has ended you can battle plan out what your next week is going to be the amount of money you want to make the the how you're going to make in and that's incredibly important is how you're going to make it and we'll get to that in a second but just that list of to do's list of all the items I want to achieve today really invaluable now we get to number 7 and number 7 aligns itself with the the battle plan but that is my my daily target you know a target a definition of a target is a goal to be achieved so what is that target for you if if you're selling a five-thousand-dollar product is it to for the day is that what you would set up to to sell for the day what is that daily target put it there make it visual put it above your computer put it in front of you imprint it into your brain whatever it is that you decide to do just make it real and make it visual in in part of that targeting and this is this is really important to look at what you plan to achieve today as different from the pipeline sales prospects that are are in progress those two have a value assigned to them so let me give you an example will take the will take the five thousand dollar product and will assume that what we want to do today is we want to sell two of those just for today and that's part of my plan for the week of 10 sales my target for the week of 10 sales well don't forget that I still have a group of people that I have been working with that are in progress we could call those hots H OTS and that's your hot target you're in progress target that might be six people eight people that you have been in communication with over the last week you've sent them information you're following up well those six people x 5000 would be a thirty thousand dollar target so my target for today might be too close two or three of those six and sell one more or two more of my daily target my new people the new prospects that I'm going after I hope that makes sense your current people that you're prospecting and going after today and the people that are in progress together there is a target all those targets hi yes they should be high never settle for a small target if you want to generate thirty thousand dollars in a week in sales I would advise you to probably put a target of 50,000 out there and go for 50,000 do what's necessary to get to 50,000 and you will more than likely get into the habit of settling for 30,000 before you know it you'll have increased at the 35,000 and 40,000 but those are targets you have to create for yourself and lastly knowing this is vitally important energy this is what we do we generate energy we push energy outwards how do we do that we do it through telephone calls we do it through emails we do it through networking we do it through meeting people we do it through simply getting in front of prospects that we want to sell our product or service to think of it as outflow think of it as outgoing energy energy is probably the best word you can put on it really take a look at your energy level how many people how much enter did you energy did you direct out today or yesterday remember what I generated in energy three weeks ago will start to come back to me today and what I did two weeks ago we'll come back to me today and tomorrow and into next week so if I'm sending out for example you might be sending out postcards to prospects you might be sending out email blasts to prospects that energy has to be constant you can't let up on it and sales books that I that I read talk about how selling is a seven-day-a-week business it is welcome to sales you are constantly looking for new prospects you're constantly introducing yourself you're constantly looking for for new avenues you might be sitting waiting for your car to be washed and looking at a at a journal or an online with your with your iphone or your smartphone looking at industry specifics industry and magazines that about new avenues that might open up for you that's life as a top salesperson start to love it start to enjoy it start to put these eight steps in these eight daily disciplines in and I guarantee you particularly with emphasis on the last the amount of energy going out but if you can put those together you'll neva tily will increase sales you'll inevitably get into the habit of being more productive because our days are limited if i'm up at six in the morning and i'm at my office which i generally am around seven o'clock or 730 that day doesn't end for me until six o'clock or 630 or seven o'clock at the end of that day when I come home and I've only got a few hours to enjoy my home life when I do that and that's fine with me I just want to get as much out of that 12-hour day that 10 hour day that eight hour day of that's your day make it happen remember you make the day the day doesn't make you thanks so much and I'll see you in the next day