Stand up, sit down, stand up, sit down, thats what the sales workout is all about! This new workout is a great way to increase sales and burn some calories, all in a days work!
I had quite the epiphany a few weeks ago. I was getting less and less motivated as the day went on. I spend the majority of the day on the phone and I found by about 2pm, I may as well have called it quits for the day. Everytime the phone rang I would get more and more resentful, which is a terrible thing since I, more or less, make money on every phone call I take (not really, its more of a numbers game, but you get the idea). I wanted to find a way to stay on my game all day and make every minute count. Then I remembered a line in the movie ‘Boiler Room’ when Ben Affleck says “stand up, move around, motion creates emotion”; he is in reference to making sales calls in this scene. So I decided to put it to the test. I banned myself from sitting for a good 2 or 3 hours one afternoon and my productivity went through the roof! Everyday since then I have blocked off 2.5 hours in the morning and 2.5 hours in the afternoon to stand up, dial, and smile! I have had the most productive few weeks than I have had in a while!
Here is a trick to get yourself started on the right foot in the morning. Let's call this part ‘stretching’. I read this from another sales author, and I would like to give him or her credit, but I can't remember where I saw it or who wrote it! He/she said to do 5 calls by 9am to get your blood going and get used to being on the phone for the day. He/she called it the ‘5 by 9’. Everyday I write out a little note that says ‘5 by 9’ and put it by the phone. Then I put a check mark for every call I make until 9am. When I hit the 5 calls (which is usually by about 8:58 a. m. , I can't lie) I sit back, log on to Dilbert.com, check my email, go through my voicemail, do all that less-productive stuff, then I start hitting the phones again at 9:20am or 9:30am.
Incidentially, the same week I had the ‘stand up’ epiphany, I was listening to a Brian Tracy audio program called ‘The Psychology of Selling’ and he talks about the importance of sitting down when you are selling in person. He says that standing up during a sales meeting cheapens your product or service considerably. I don't do a lot of in-person sales, but I can think about all the times I have bought larger ticket items (like a house for example) and the sales consultants always have you come in their office, sit down, they usually get you a beverage, then you go over the paperwork in a relaxed environment. If I was a bettin’ man, I would think that standing during a presentation makes the buyer feel more rushed, like the sales person doesn't really have time for you and wants to get on to the next customer.
In addition to making more money, you will also strengthen those quads and have more energy following my new sales workout! Try it for a week and see what your numbers look like! I can guarantee that you will see results that fast! Share your results with me! I would love to hear them. Dale@SmallBiz-Mechanic.com
Dale Robert is a Career & Small Business Coach. Visit him online at http://www.Career-Mechanic.com and http://www.SmallBiz-Mechanic.com
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