| They call it stormy Monday, ah, but Tuesday's just as | | | | to get to the yes's! Plus, just like anything else, |
| bad. | | | | continuing is easier than starting. You get paid to |
| Maybe for a musician or a cubicle worker, but for the | | | | talk...so get out there and do it. Heck, why not start the |
| sales guy... Monday's are generally stormy. Especially | | | | week with your most difficult prospect...grease the |
| after the close of a sales cycle. You know the feeling | | | | wheels a little, you never know what an ambitious |
| I'm talking about? You're at your desk, or in your car, or | | | | Monday can yield. |
| in your sales area. You've had the Monday morning | | | | 3. If you're truly exhausted, take a break. Just not |
| meeting, everyone's ready to sell more, sell fast, sell | | | | Monday morning. Get to work, it will energize you! |
| now. You've been congratulated on last cycle's | | | | Knock off a little early on Monday afternoon. Or if you |
| performance (hopefully)... | | | | need to see clients during the late afternoon because |
| And here you sit. What do you do? Here is my most | | | | of their schedule, go fill what I call "The Minutes |
| common memory of "that" day for me... | | | | Between" with something you are interested in. I like |
| Okay Danny, boss wants you to keep it up. You did | | | | guitar stores. My buddy Larry likes used record stores. |
| well last month, but you need to do even better now. | | | | Steve likes mochas and our local outdoor gear store. It |
| The bar has been raised, and here you are again | | | | could be anything. So it's 2pm, you have an |
| starting from scratch. Who to call? Who can I sell? I | | | | appointment at 2:45. You've started today very well. |
| spent all of last week finalizing as many sales as I | | | | Out of the office early, out selling all day. A little weary, |
| could, calling on all of my potential clients, eliminating the | | | | you need a break. So go to the coffee shop and |
| non-buyers and closing those I could. I'm out of options. | | | | check email, browse online for a new phone, gps, shirt, |
| Hm...the guys are all going out for coffee...maybe I'll | | | | tennis racquet, 3-wood, etc. Stop at your favorite local |
| tackle this after lunch...or tomorrow | | | | retailer and strike up a conversation. You never know, |
| Pause... | | | | he or she could end up being a client. If not, you've |
| What!? It's the end of the week already, and I don't | | | | rested, enjoyed a small part of your day that was just |
| have squat to show for my "effort" this week. I hate | | | | for you, and are now ready to get back to work. |
| starting over! Last week a hero, now struggling to | | | | 4. Tag team! Use a friend, colleague, boss, to make |
| keep my manager satisfied. What happened? | | | | you better. Whether it's sharing a sale, or accepting a |
| If you're like me, this has happened to you too many | | | | challenge, use those around you to help you be more |
| times. It can be so hard to rebound after the end of a | | | | productive. I've used my colleagues on countless |
| grueling sales cycle. But you know what? It doesn't | | | | occasions as sounding boards and personal continuing |
| have to be. Here are a few tips to keep you | | | | education. Everybody is different. Maybe the way they |
| productive, even when starting at zero! | | | | communicate is what your client needs. Don't be afraid |
| 1. Don't start the new week with a pile of | | | | to share the effort or the glory. Ask your boss to |
| administrative, non-productive garbage. Do it Friday | | | | come with you, or be on the call with you. Usually if |
| afternoon or Sunday evening. A good friend of mine is | | | | he's positioned above you in the hierarchy of your |
| a regional manager for a large successful office | | | | business, it's because he's been successful at the level |
| machines company, and this is one of his "tricks of the | | | | you are at right now. USE HIM! |
| trade". If you start Monday with 2 hours of paperwork | | | | I guarantee that if you'll get busy early Monday |
| to do, it'll end up monopolizing your entire day. Sure, you | | | | morning, using these four tips or even your own |
| can justify it because it has to be done, but the fact | | | | personal wisdom, you'll start the next sales cycle with |
| remains that you're not selling while you do it, so you're | | | | as little of the "Stormy Monday's" as possible! Plus, |
| in essence spinning your wheels and going nowhere. | | | | when you're busy, you don't have time to brood over |
| Spend a little time on Friday, or even Sunday, getting | | | | the zero's currently on the board, or time to revel in |
| through the mundane administrivia, and you can start | | | | last cycle's successes. |
| Monday actually ready to sell! | | | | My old tennis coach invented a word in 1990 to |
| 2. Sell something! Okay, I know it's not that simple. My | | | | motivate our tennis team. I was a sophomore in high |
| point is, you need to be selling. So get on the phone, | | | | school and ranked #2 on our team. We had won our |
| get in the car, make contact with clients. Once you're | | | | regional championship in west Texas for seven |
| going, it's easier to keep momentum and continue the | | | | straight years, and we needed to stay focused. Coach |
| activity that will lead to more sales. Don't sit and email, | | | | made us t-shirts with the word JAMODI on them. He |
| and wait for response. The key here is to be moving, | | | | told us that he would tell us what it meant if and when |
| talking to actual clients or prospects. Even if you spend | | | | we won regionals again. So we did it. Turns out...it's |
| all day Monday being rejected and told NO...you've | | | | Just A Matter Of Doing It!!! So JAMODI, get busy, stay |
| accomplished something. You've set a standard. Sales | | | | active, and SELL MORE! |
| is a numbers game, so even the no's are necessary | | | | |