1. Too much socializing at the office.
2. Starting your calls, but getting sidetracked.
3. Starting your day without a clear plan.
Top Producers have a plan and execute it. Here are some solutions to keep your focus on completing tasks and staying on schedule.
1. Going to the office and socializing or screwing around. To head this off, you need to go straight to your office or desk and put up “Do Not Disturb – Golden Hours in Progress” sign outside your door as well as a sign on the inside of your door that says, “The pain of discipline weighs far less than the pain of regret.” Remember, the discipline of staying on schedule for prospecting is no different from the discipline of lifting weights. As you know, when you start lifting weights for the first time it can be uncomfortable and even painful the next day. However after getting on a good schedule and getting in the gym consistently, over time you begin building muscle and enjoy the process. The same is true with prospecting. Initially it can be a little uncomfortable and even painful. However after getting on a good schedule and going after it day in and day out, you’ll begin to set more appointments and will actually start enjoying the phone.
2. Starting calls but getting sidetracked. To head this off, think of yourself as a thermostat versus a thermometer. While a thermometer reflects its environment, a thermostat sets it. In the same way, you’re being a thermometer when you let your emotions determine your actions. People who are thermometers are activity oriented. If they don’t like the activity they don’t do it. If they experience a rude prospect, they stop making calls. Just like a thermometer, they are allowing their emotions and circumstances to determine their actions. People who are thermostats are results oriented. If they don’t like the activity, they do it anyway because they understand it will produce the desired results. If they experience a rude prospect, they become more determined because rather than basing their decisions on emotions, they base their decisions on values, principles and a predetermined plan. People who are thermostats are successful because rather than allowing themselves to be controlled by their environment, they simply set their own temperature and go after it!
3. Showing up to work without a clear plan. To head this off, you will make sure to take time the night before to plan out your next day in detail. This will include when you’re prospecting and who you will call. You will print out a predetermined list of prospects to call on the night before and lay it on your desk. Rather than wondering what you’re going to do and who you’re going to call, you’ll simply execute on your predetermined plan. It will take all the emotion out of the equation. It’s simply a matter of planning & executing. In fact your new affirmation should be, “I’m a top producer because I plan and execute. I blow out quota each month because I always take time the night before to plan my next day.”
To your success,
Professional Sales Coach