I’m sure that, in some capacity, you have a morning routine.
Whether it’s drinking your coffee, reading the newspaper, running, lifting weights, or buying a scone from that bakery, it sets your day into motion.
Intriguingly enough, the discipline of sales operates like many sports metaphors. You need practice to perform.
Ever consider joining a game by jumping on the ice, court, or field without warming up? If you intend to win, the answer tends to be “no”.
We all preface our 9am start with a routine, and the trick is to shift that to your day.
The first sales call during the morning is usually the worst of the day as you haven’t found the momentum yet and the coffee hasn’t kicked in.
Here are a few ideas to set up your sales day for success:
1) Warm up: Record a few practice voicemails off and find out what’s tripping you up. It usually takes a few calls to get into the swing of things. Get the momentum going during practice, not your prospect calls.
2) Practice: On that same note, find someone to role play with. Live calls with a prospect can go virtually in any direction, but just getting used to dealing with objections will keep you sharp — which is the point of this exercise.
3) Diagnose: You know YOU the best, so listen to yourself and get feedback from your peers or managers, then adapt.
Make sure you’re in your best form before you start the day, hone your skills, and refine them. These are my three tips to set yourself up to do just that!
Resources:
Leverage ITF’s call planning tool and read our article to learn how to structure effective sales questions.
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by Marius Royal
Sales Development - In The Funnel