All that stuff you are going to do tomorrow should have been done today. Planning is an absolutely necessary activity and skill, when used for the purpose intended. The average performer however, uses planning not much differently than he uses a call to his mom, as a distraction.
Selling can be a very painful way to make a living. A salesman's days are filled with rejection. I can argue, of course, that the more rejections you get, the better your prospects for success. But we are not naturally built to thrive on rejection, are we? We thrive on love or its acceptable substitutes: acceptance, praise and acknowledgment.
Because we get many more doors slammed (at least figuratively) than opened, most sellers practice avoidance. They find any number of reasons to delay the experience, like planning the day away. ("At least that's a necessary function," we subconsciously tell ourselves.)
Here's a planning plan: Plan all day long. On the way to a call. In between calls. On the call. Every thing that pops to mind during the course of the day gets written down in an Office Expert wire bound pocket memo pad which is always on your person. Little hand drawn boxes down the left side of the page. "To Dos" right next to them.
Check marks in the boxes when each note is accomplished. At the very end of your business day (read: just before sleep) you spend time reviewing your memo paid and making your list for tomorrow.
Doing your planning this way 1) will elevate the favorable results of planning by some multiple; and 2) earn you many more satisfied clients and bosses. Collapse Time! Do it today!
Oh yes. Every time a door gets slammed, tell yourself, "It's not me, it's the work that I do." Onward to help someone else.
Bob Sherman has 40 years experience managing relationships between media companies and advertisers in old and new media from radio, cable and TV to the Internet, and from sales executive to chief executive and from the biggest media corporations to his own entrepreneurial companies. He is currently in partnership with Pilot Group, LLC. Bob can be reached at email@example.com.
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