SALES DISCIPLINE

Discipline yourself to do the things you need to do when you need to do them, and the day will come when you will be able to do the things you want to do when you want to do them!

The discipline we all need is attainable. Specifically, if you and I can look at the benefits for starting our day at the proper time—on a regular basis—we will be inclined to do what is best.

Sales giant Walter Hailey said research proves that 70 percent of all sales are

made between 7:00 a.m. and 1:00 p.m., 20 percent

between 1:00 p.m. and 4:00 p.m., and 10 percent

after 4:00 p.m.

When people are energetic and just getting their day started, they’re obviously in a more optimistic and responsive frame of mind.

In addition, these sales result from the fact that

salespeople are also more excited and

motivated about what they are doing.

Discipline and organization make a

difference in sales. If you’re going to make it big, the odds are good

that you’ve got to make it early.

The obvious exception to this would be in direct

sales businesses where calls are made in the

evenings, but even people in traditional sales

positions are finding the daylight hours to be most

productive.

Because salespeople have so much freedom and independence in the world of selling, they do not always exercise good judgment or sound integrity as they go about the business of selling.

They don’t really get to work or to the presentation on time; they don’t really make all of the calls they claim to make; they don’t really follow through as they should; they don’t really work the number of hours they put down on their reports.

In the process they can fool their managers or employers. It is an absolute impossibility for a manager to know every thought, every action, and every moment that the individual salesperson invests in the sales process.

 Yes, you can fool your manager and “get by”

with some of that inactivity, but who are

you really hurting? Who are you really kidding? What does it do to your

bottom line?

According to Terrence Patton, a crisis sales

training consultant from Roanoke, Virginia, 20 percent of sales calls

reported never take place, and over 15

percent of a salesperson’s calls

involve absolutely no pre-call planning.

And expensive—for the salesperson, the family,

and the company.

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