Selling Tip: Avoid This Common Sales Mistake
In a conversation with someone earlier this month I uncovered the reality that we both dislike a certain, yet successful, book about time management.
The reason we don't like this particular is because the time management system it propounds is so complicated and hard to set up that ultimately, it loses sales!
Curious, I did a Google search on the book name to see what others had to say about it, and what I learned really shocked me - I sure hope YOU are not one of them!
Here's what most who also disliked the book said:
"I hated like this time management book. I tried out Book A and Book 2 and finally chose Book Z - that one is outstanding!"
WHOA!!! This is total insanity - people are not only losing countless hours by using overly complicated time management systems that accomplish nothing but LOSE time, in addition they're going through course after system…
No wonder why they're not making enough sales!
The obsession with time management programs reminds me a ton of the "lead sorting" ritual I saw daily in sales departments in the 1990s before sales reps all had laptop computers and customer relationship management systems.
Still other co-workers would come in in the morning, coffee, and then proceed to waste a full hour or more "sorting" their sales leads - they'd go on sorting through the box of cards, sorting them out into categories of who they'd call first, and so on.
What - really?
Yep, they "sorted" their leads all morning, instead of just getting to it and calling their leads!
Of course now everything is computer and CRM centric but I am certain the same nonsense goes on today, but in a different way.
Messing around with nonstop time management methods and sorting your leads both happen to be symptoms of the same ailment: PROCRASTINATION!
I've looked at time management books in the past myself, and I chose a very effective method: When I come into my office, I grab a blank sheet of paper and a Sharpie, I make a list of tasks to do that day, and I go down the list and cross each off as I finish it.
I do not sort things by importance or do anything else other than just start working; however, I have made a habit of doing the most unpleasant tasks before all others. The remainder of my day is a lot easier and I can concentrate on enjoyable activities like writing and selling.
My recommendation to you is to give up the "time management" addiction and simply start working each day. Make a list - keep it SIMPLE like I do - no matter if that list is on paper, on a flipchart, or in a blank text document on your computer. You'll not only find your life getting easier and your checks getting bigger, but you'll find yourself working fewer hours and finishing your work earlier each day, probably the best benefit of all!
About the Author
NY Times best-selling writer Frank Rumbauskas has taught over 50,000 sales professionals around the world how to sell more and have fun doing it. Learn more at http://www.nevercoldcall.com and find his sales blog at http://www.nevercoldcall.com/blog/
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