The Emotional Connection

You have the best product on the market, the best price, and the best service available. Yet, you still feel a void between yourself and your client. Emails and calls are short and to the point, and you may even feel anxious about your client ending the business relationship unexpectedly. You never really know where you stand with your client, professionally and personally. Have you felt like this before? I've said it before, and I'll say it again. What truly defines a great salesperson isn't what happens during the sales process, but what happens afterwards.

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The Productivity Problem

We can discuss sales strategies, ideas, tips and methods to no end. However, at times even the best salesperson struggles to achieve results not because of a weak strategy, but because of little to no focus on their productivity. Let’s cut to the chase. The best way to achieve true productivity in your work day is to cut off all inbound access to you. Now, before your jaw drops too low, let me clarify that you should only do so temporarily, ideally an hour or two each day. Consider turning your phone to silent or completely turning it off, as well as logging out of your email inbox while you have important tasks to attend to. When you are focusing on your outbound business development prospecting, you should not have to deal with distracting, time consuming tasks which take the focus out of your work day. Want a perfect example of how this simple tweak in productivity can benefit you?

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Starting Fresh

You know what needs to be done to achieve success. You know that it takes hard work and effort. In fact, I’ve never met a SUCCESSFUL salesperson who did not put in the time and did not take the action required in order to generate positive sales results Unfortunately, it is often easier to choose the safe, easy, and familiar route. I’ve seen entirely too many salespeople convince themselves that they will not be successful no matter what instead of working hard to prove that they truly can be. In fact, here are just a few of the common excuses I hear from salespeople and business owners who are asked to implement a new plan:

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