This past Friday Brad Justice from Team Office Kansas City was our speaker at Sale Professional’s monthly meeting. His talk was based on a book that he has read:
The Power of Habit: Why We Do What We Do in Life and Business
By Charles Duhigg
Brad gave us some wonderful examples of how he has internalized the message that he has taken from this book and passed it along to his office furniture sales representatives.
While each of us has some bad habits, there are good habits which can be applied to a sales career. The habit that he has passed along to his sales reps includes a white board and a magic marker. Using the White Board, the Sales Reps chart every contact that they make during a day.
The goal is contact a minimum of 20 client/prospects each and every day. It takes 21 days to develop a new habit and Brad’s sales people have made his message theirs. As a result both the salespeople and the company are making more money.
After listening to his presentation I made the decision to develop the 20 touches a day habit. On Monday I made 24 contacts with prospects and customers. One of my customers bought a new report, another one talked of expansion and I picked up a new Suspect (I suspect he may be a prospect)
Tuesday – Day 2 of 21
- I started my day at a customer’s location to sell some new services.
- At 11 AM I started a 2 hour Internet demonstration with a prospect in Minneapolis
- 2 PM finished sending follow up information to my Internet Demo client
- 3 PM I have contacted 10 clients and customers including the two from this morning.
- 10 down and 10 to go
- 4:30 and I have had 22 client and prospect touches, today
On the way to my 22 client touches, my mail box remained closed, Facebook has not been touched, and on my desk there is a laundry list of people who I will be reaching out to touch in the future.