Daily sales habits are mission critical because selling is not just about using the right techniques, but it is also about those daily habits that salespeople repeat over and over again to achieve the needed success.
Developing daily habits or routine is necessary for the growth of sales individuals and thus for the growth of business they represent. A smart sales person needs to develop necessary and effective habits because habits are responsible for both success and destruction. This means enlist the wrong habits and your business will fail or enlist the right habits, and your business will grow fast.
Creating a Morning Routine
Benjamin Franklin said “Early to bed, early to rise makes a man healthy, wealthy and wise”. Only getting up early is not important for a top sales person but what to do with that morning is of utmost importance.
Developing a list of objectives helps get the morning off to a fast, organized and objective achieving start. But not just any objective list — it must contain two additional characteristics to avoid stagnation. First, out of list of ten to-do items, you must select three top three prioritized items that must be accomplished that day. This separate list is called your “success list”. Second, from your “success list”, you select one item that is the most important overall. This item is called your “keystone”. You begin your day with your “keystone”, then move to your “success list” and afterwards finish with your “to-do” list. Prioritizing your lists in this fashion will eliminate stagnation and in as little as 30 days can produce life changing results
— Benjamin Franklin
Time is arguably the most important and valuable resource for a top performing sales executive. It is certainly the most equally distributed resource. But because our days are structured differently, its true value lies in our ability to use it wisely .
Productive sales executives make even a little time count a lot. Quality time with clients remains their main reason for managing their time effectively and valuing time in the way they do. They free themselves up to be present and attentive when they visit clients.
Top sales people value their time such that they do not waste time following dead leads or making cold calls but rather use their time to shorten the sales cycle for quick results called “The effective technique for Prospecting”.
In selling, trust is central to all healthy relationships.
Promise-keeping is the habit by which we show ourselves to others as trustworthy. We show ourselves as people who others can count on. Trustworthy sales executives are relationship-driven. They remember to follow-up conversations, make realistic promises and remain transparent throughout the delivery process.
Keeping promises are sometimes subject to circumstances beyond our reach. But incorporating good habits like all the above mentioned into your daily routine will surely help you make promise-keeping a lot easier.
Successful sales executives are organised and focused. They understand who they are selling to, they operate according to a strategic purpose, setting and monitoring their goals accordingly. The ability to create a tasks list keeps them on track and ensures they get the right things done at the right time.
Multi-tasking wont help you, hence prioritise your tasks depending on the type of business you’re in and the maturity of your business. The most important take away is that you identify the important moving parts and schedule them.
Focusing on What You Can Control
The craziest things will happen while building a business, and since luck is a coin with two sides you’ll discover that both good and bad situations will come knocking.
The most important thing, however is to remember that your job is to only focus on what you can control and this implies identifying the tangible steps you can take each day towards achieving your business goals. It’s not enough just to list them but to act on your capacity towards achieving them.
Learning to say “no”
As salespeople, our minds are built to find ways around obstacles, and to inspire people that anything’s possible. But in order to build a business you must be focused on the actions that will move your business forward.
Steve Jobs put it this way, “People think focus means saying yes to the thing you’ve got to focus on. But that’s not what it means at all. It means saying no to the hundred other good ideas that there are. You have to pick carefully. I’m actually as proud of the things we haven’t done as the things I have done. Innovation is saying no to 1,000 things.”
Ending Each Day with ‘Tomorrow’ on Paper
Top performing sales executives always remember ending each day with a brief planning session of what tomorrow will look like.
This will also include a highlight of what happened today, what will tomorrow look like and what are the objectives of the day in light with business goals.
This helps you avoid unnecessary tasks which waste your time making you do more for less value.
Building a successful business is a dream of every sales person, however it is important to put together your own personal daily habits in order to grow your business.