Last night, a couple of my sales rock stars were talking over drinks and they talked about me being extreme. They agreed that I was and I agree with them, but that's the difference between being 30 and being 60.
I learned Success Secret #3 when I was 30-ish. That concept allowed me to get done in a couple of hours what takes some salespeople all day. I've alawys enjoyed time off. Lazy? Maybe, but I've done OK.
True story: I was talking with a salesperson a while back that got a referral and that the referral purchased after a 2 hour sales call. His typical sales cycle is 8-12 hours. He asked if I could teach him to get more referrals. Why? Do the math. (Read the rest of the article here.)
Also remember What Makes a Sales Rock Star Candidate?.
A 60 year old looks back at all the mistakes they've made, at all the people that were a waste of time, and may wish that they could get all that time back. Two quick math exercises.
Pretend that you make 20-5 minute calls, to set 4-30 minute assessments, that lead to 2-1 hour demos, that lead to 1 sales. What if you could change your 5 minute calls in such a way that you could figure out which 3 of your 30 minute assessments weren't going to buy? Wouldn't you be able to do in 3 hours and 10 minutes what you used to get done in 5 hours and 40 minutes? Wouldn't you save 2 and a half hours every day that you did that? Would you go to the beach for 2 and a half hours or would you use the extra time to sell 78% more?
Second, from the true story above, if you could turn your 10 hour sales process into a 2 hour sales process, would you work 80% less and go to the beach, or would you sell 5 times as much?
When you're 30, you've got the rest of your life in front of you. You've got lots of time to make lots of mistakes. You've got a lot of time to learn, unless you want it now, and sales rock stars want it now.
So, I am not your lifetime trainer. You need to want to change now rather than when your 60 or even next year. I'm extreme and you need to be extremely motivated to want to double, triple or quintuple your results. Impatience is good. Dissatisfaction with the status quo is good. Good enough is not good enough. It's 3-6 months and done. Not the rest of your life. If you want to talk about starting right after Independence Day, check out the details below and get on my calendar.