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Don’t let distractions get in the way

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We all have days when we can’t seem to find our motivation and the day can drag.  Looking at the long to-do list can be daunting and rather than just getting on with it, we procrastinate about what we should tackle first.  It happens to the best of us, and perhaps no more so that when it’s cold and dreary outside.  So I wanted to share a story with you from a few years ago, but it still resonates with me now and it’s a good reminder to ourselves of how things can turn out if we remain disciplined and focused, and avoid the distractions. 

It was a warm summer’s day and we’d moved into a new home a few months earlier – our first home with a swimming pool.  It was my first week back to work after the summer holidays and I had not yet become a Business Coach but was telemarketing for another Coach. 

I’d decided to do my usual cold calling activities over the phone that day and I’d set myself a time frame starting at 10am and would aim to finish about 3pm.  As I started to make calls while sitting upstairs in a small office overlooking the pool, I was wishing how I was still on holiday.  As the calls progressed and I received more negative responses than positive ones, I could hear family and friends enjoying themselves in the pool and making the most of the sunny, warm weather.  

It was very tempting to just give up and go and join them, however through sheer determination, I persevered as I’d set myself a goal of finishing about 3, so I was only cheating myself if I gave up too soon.  Cold calling is a numbers game – make the calls, keep going and don’t get distracted – that’s what I kept telling myself anyway!  I don’t know how many calls I made but there was one call that sticks out and I remember it to this day. 

It was to an engineer, a quietly spoken man who made farming equipment with his son, they were a small business and he seemed very uncommitted when I made the appointment, nonetheless, I had an appointment for the Coach, although I did wonder whether he just said yes to get me off the phone!  However, when the Coach met with the potential client, it transpired he did need help with his sales and marketing. 

The moral of the story is my perseverance in calling finally led to a deal worth approximately $40,000 for the Coach and a significantly improved sales and marketing approach for the engineer.  The gross margin on his product was about 80%, so selling a few more units each month was massively profitable to him and his son.

Just think if I’d given up on making those calls, that swim could have been a very expensive one!

For more business tips and real-life examples of how to improve you sales technique, why not check out my book, The Quiet Sales Genius.  It can be purchased for $25 (including free shipping within New Zealand) buy emailing markdaniels@actioncoach.com. 


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