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Breaking your sales activity up into bite sized chunks

First, a lesson from the King himself.

Apparently Elvis liked to have his steak cut up into bite sized chunks before it was served to him. The story goes that this made it easier for him to eat and digest his food without wasting too much time using a knife.

Now eating your food too quickly sounds to me like a fast route to indigestion. However, there is a lot we can learn from Elvis taking this approach.

Breaking down a difficult task into small more manageable sections is not new, but do we actually do it in reality?

Why you should do what Elvis did to get amazing sales results!

Think of it this way. You know that you are great at what you do. You know that there are people out there that need what you do and will also benefit quickly by what you do.

So if you know this already and you aren’t making the sales you need, then just what is stopping you?

PROCRASTINATION

Sorry and I really hate to say this, but you are a procrastinator with a capital P.

Everyone puts off tasks they don’t like doing. Whether it’s the accounts that need finishing, or the huge pile of ironing, there is always a really boring or hard job that needs to be done.

Then there is selling. Now I love selling and there aren’t many sales tasks I hate doing. I even love cold calling door to door. Well perhaps not when it’s raining!

My clients always have different reasons why they are not selling as well as they think they should be. However, when you look carefully at the reasons it boils down to two things.

A perceived lack of confidence, and or a lack of knowledge on how to sell.

So then what always happens is that the excuses on why they can’t sell starts to creep in, very closely followed by the procrastination.

[easy-tweet tweet=”“If you really want to do something, you’ll find a way. If you don’t, then you’ll find an excuse” Jim Rohn” user=”@SucceedatSellin” hashtags=”#Sales #Motivation”]

How to stop becoming a Procrastinator

Now I’m not perfect at preventing Mr Procrastinator from distracting me from selling. Far from it, but I do have a few simple tricks to prevent him from moving in permanently.

  1. Do like Elvis, chop them up – Smaller goals and tasks are way easier to do than big chunks of work or big, overwhelming sales targets.
  2. Get the jobs you don’t want to do, done first –When you get scary tasks like cold calling out of the way first, you will in time find that they become a lot easier to do. I know this is often easier said than done, but the sense of achievement really is fantastic.
  3. Spread them out – Why punish yourself with trying to do all the rubbish sales tasks at once. Mix it up with some of the things you really enjoy doing. At DHL if I had a few minutes free on an industrial estate between meetings, I would always cold call a company I had never been into. Sometimes I even ended up with a meeting in the diary as a result!
  4. Look at your “Big Picture” goal – Reminding yourself why you need to sell is always a good exercise. Look at the holiday brochure of your dream destination, think about the new car you would love to buy, or picture your family having a party in the house you have your eye on. A few minutes visualizing the end goal really does kick Mr P out the door.
  5. Document your tasks – I have spent hours lecturing about the importance of documenting a sales strategy. However, a sales strategy is not just you saying how you are going to sell, or even what actions you are going to do to make it happen. It is about keeping you on track, so make sure EVERY single action in your sales strategy has a deadline to it. Then make sure you review your strategy regularly. I prefer weekly on a Friday afternoon when I am reviewing the week just gone and the week to come.

Now I’m sure you also have a few tricks that you use to keep Mr P from knocking on your door when your need to sell. I would love to hear what you do.

In the meantime, why not learn from the King of Rock and Roll and start dancing the bite sized twist around the sales tasks you hate. Remember, overcoming sales tasks in bite sized portions is so much easier to do, and in the long run it will deliver quicker and more sustainable sales results too!