Stop Selling by the Month!
23 December 2008I can always tell what part of the month it is by my book sales. Want to know how?
At the end of the month, everyone is scrambling to make sales so my sales are
down. At the beginning of the month, most salespeople are surfing the web instead
of working so my sales are way up.
Did you know that top producers don’t work by the month, what part of the month it
is, how many days are left in the month, and so on? Top producers are so consistent
in bringing in the big sales numbers that they do because they do what needs to be
done every day. They don’t take it easy the first week of the month and work
overtime the last week. Every day when they wake up, today is today, and they do
the same things every day. That’s why they’re so successful.
When I wake up, today is today. I don’t care what part of the month it is. Realize
that, without consistency, you will not be successful even if you are the greatest
salesperson in the world! Concentrating on selling by the month destroys
consistency. It automatically puts salespeople into a mindset of relaxing at the
beginning of the month and working extra hard at the end of the month. Guess
what? That mindset doesn’t work. It isn’t the mindset of a champion and it isn’t how
the most successful sales professionals operate.
If you’re a sales manager and you always remind your team how many selling
days are left in the month, you’re guilty too. In fact, when I was a rookie and still
stuck in the selling-by-the-month mindset, I had my managers to blame for it.
Managers too need to realize that today is today, and consistency is key. You too
will realize more success if you stop worrying about the month and start focusing
on today. Your team will pick up on this and they’ll do the same.
Stop thinking about the month. Realize that today is today, and do today – and
every other day – what you need to do to be successful. Do that and soon you’ll be a
top producer yourself.
Frank Rumbauskas is the author of the hit sensation “Cold Calling Is A Waste Of Time:
Sales Success In The Information Age”. His training and products teach salespeople
how to generate hot leads without cold calling and how to keep their power and remain
in control of sales situations. To download Frank’s free e-book please visit
http://www.nevercoldcall.com.
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