Discipline yourself to do the things you need to do when you need to do them, and the day will come when you will be able to do the things you want to do when you want to do them!

1. SALES DISCIPLINE

2. Discipline yourself to do
the things you need to do
when you need to do
them, and the day will
come when you will be
able to do the things you
want to do when you
want to do them!

3. The discipline we all
need is attainable.
Specifically, if you and I
can look at the benefits
for starting our day at
the proper time—on a
regular basis—we will
be inclined to do what is
best.

4. Sales giant Walter Hailey
said research proves that
70 percent of all sales are
made between 7:00 a.m.
and 1:00 p.m., 20 percent
between 1:00 p.m. and
4:00 p.m., and 10 percent
after 4:00 p.m.

5. When people are
energetic and just
getting their day started,
they’re obviously in a
more optimistic and
responsive frame of
mind.

6. In addition, these sales
result from the fact that
salespeople are also
more excited and
motivated about what
they are doing.

7. Discipline and
organization make a
difference in sales. If
you’re going to make it
big, the odds are good
that you’ve got to make it
early.

8. The obvious exception to
this would be in direct
sales businesses where
calls are made in the
evenings, but even
people in traditional sales
positions are finding the
daylight hours to be most
productive.

9. Because salespeople
have so much freedom
and independence in
the world of selling,
they do not always
exercise good
judgment or sound
integrity as they go
about the business of
selling.

10. They don’t really get to
work or to the
presentation on time;
they don’t really make
all of the calls they
claim to make; they
don’t really follow
through as they
should; they don’t
really work the number
of hours they put
down on their reports.

11. In the process they can
fool their managers or
employers. It is an
absolute impossibility
for a manager to know
every thought, every
action, and every
moment that the
individual salesperson
invests in the sales
process.

12. Yes, you can fool your
manager and “get by”
with some of that
inactivity, but who are
you really hurting? Who
are you really kidding?
What does it do to your
bottom line?

13. According to Terrence
Patton, a crisis sales
training consultant from
Roanoke, Virginia, 20
percent of sales calls
reported never take
place, and over 15
percent of a
salesperson’s calls
involve absolutely no
pre-call planning.

14. And expensive—for the
salesperson, the family,
and the company.

15. Success Resources Pte Ltd
Main Office: 10/11 Pahang Street, Singapore
198611
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Direct: +65 6299 4677
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