Tomorrow Is Today – Sales eXecution 3240

By Tibor Shanto – 

A common discussion among sales people, or more accurately, sales people willing to make cold calls, that is complete sales people, is when is the best time to cold call? I have added my two cents on this in past. What is true about any element of success, is that the things that lead to it become routine, a habit, and there is no doubt that people are creatures of habit. This can be good and bad at the same time. Reports show that habit, things we do by rote, make up about 40% of what we do on a daily basis, so if develop good habits, this will serve you well. If you develop bad habits, well then, you have some work to do.

This notion of habits extends to cold calling as well, with all the implications and ramifications. One of those habits is when they choose to cold call. For the cold calling is dead crowd, the time is never, they have made the decision to go at it with one less tool in their toolkit. The rest seem to land on one of two days, oddly both start with T. Those who have developed good prospecting habits always prospect, including cold calling, Today. The others, with questionable habits, well, it’s always Tomorrow.

The Today group, uses their calendar to ensure that they get what has to get done in time for it to matter. Like many sales people they put all the important things in their calendar; be they client meetings, training, commission days, and yes, cold calling. If it is not in your diary it is likely not to get done, there will always be some things that come up that will distract you, and cause you to say “I can do that tomorrow, because I have this to do today. The question is if you don’t prospect today, who are you going to sell to tomorrow.

The Tomorrow crowd do not put prospecting time in their calendar because it would begin to resemble a commitment. Understanding what percentage of your “selling time” one has to commit to prospecting is where you start, once you have that you can begin to slot it in, along with the prep time it will take to generate the leads, understand their objectives, and all the other things that have to be in place for a successful cold call.

The other thing the Today crowd do is understand that rejection is part of the process. They study the most common objections and spend time preparing for them, understanding them, and developing means of taking those objections and transitioning them to conversations, and live another day by adding more opportunities to their pipeline. The Tomorrow crowd live another day by kicking the can down the road a few more inches each day.

What I have also found, is that with some coaching and effort, many Tomorrow people can be rehabilitated and converted to Today people. Since many had good sales habits alongside nonexistent cold calling habits, by doing what they need to today, they will likely be that much more successful.

Tibor Shanto

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