Salespeople wake up unemployed each morning and remain unemployed until they get face-to-face with someone who can and will buy within a reasonable period of time. Only then does the workday begin.
When we say that the average salesperson works ninety minutes per day, this is because the average salesperson only spends ninety minutes each day prospecting, presenting, and closing.
INCREASE YOUR FACE TIME Another way that you can determine if you are working or not is by measuring the amount of “face time” you spend with qualified prospects each day. Your job is to get face-to-face with people who can buy, and then to sell your products or services to them. Driving to a prospect’s home or place of business, rearranging your sales materials, writing up your sales reports, and listening to music in your car may take place during the sales day, but these are not core activities. They pay nothing.
One of the simplest ways for you to double your income is to double the amount of time you spend prospecting, presenting, and closing, i.e., double the number of minutes you spend face-toface with qualified prospects. Every hour of every day you should be asking yourself, would I pay someone else $25 or $50 per hour to do what I am doing right now?
If you would not pay someone else your desired hourly rate to do what you are doing at any given time, stop doing it immediately and start prospecting, presenting, and closing. As Zig Ziglar says, “If you will be hard on yourself, life will be easy on you. But if you insist on being easy on yourself, life is going to be very hard on you.”
