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Kaat: a salesperson's guide to succes (Prospecting Activities can have…

- - - - They don't make excuses: “Oh, this is not a good time to call because they might be at lunch.” They don't complain: “Nobody is calling me back.” They don't whine: “The leads are bad.” They don't live in fear: “What if she says no?” Or “What if this is a bad time?” They don't procrastinate: “I don't have time right now. I'll catch up tomorrow.” They prospect when times are good because they know that a rainy day is right around the corner. They prospect when times are bad because they know that fanatical prospecting is the key to survival. They prospect even when they don't feel like prospecting because they are driven to keep their pipeline full.
- - - - The Law of Replacement
      - The 30 Day Rule
    - - Every day you do not prospect, will hurt you in all the days that follow. For ever. And you will never be able to go back in time to make amends.
      - Your ratio, your brain, your intelligence won't help you to act like you should: you need a... System
      - At some point you stopped prospecting (see the 30-Day Rule). Because you stopped prospecting, your pipeline stalls (see the Law of Replacement). Because the prospects in your pipe are dead, you stop closing deals. As you experience this failure, there is an erosion of your confidence. Your crumbling confidence creates negative self-talk and that further degrades your confidence, wrecks your enthusiasm, and causes you to feel like a loser. Feeling like a loser saps your energy and motivation for prospecting activity. Because you don't feel like prospecting, you call the same old dead-end prospects over and over and get nowhere. The lack of prospecting activity makes your already stale pipe even worse. You start hoping for silver bullets. But, because hope is not a strategy, nothing changes. You sink deeper into your slump, get desperate, and then bam! You get slapped by the Universal Law of Need. Your sales days become depressing black holes of misery.
- - - - in those half hours, you MUST block 2 hours for making something out of Nothing
        
        This helps you to Defend your Prospecting Time
        
        If you are not sufficiently aware of that time block of 2 hours, you will succumb to sacrifice those hours for other (seemingly more urgent, important, fun) activities, especially those were OTHER PEOPLE appeal to you for help, advice,....
        
        The single biggest challenge for salespeople is keeping nonrevenue-generating activities from interfering with the Golden Hours. It's a challenge for many reasons: There will always be clients, managers, and peers who will make requests of you that are nonsales activities but require your attention. When your prospecting activity levels are high, you will naturally generate more follow-up tasks like demos, presentations, proposals, CRM data entry, contacts, approval requests, implementations, follow-up calls, inbound calls, and so on. Doing nonsales activity feels important—like you are getting things done. Nonsales activity is the perfect excuse to avoid the hard work of prospecting. This is the core reason salespeople dig holes for themselves. Busy work becomes an excuse for not prospecting.
      - You fill out the rest of the day: this protects you from being over-ambitious: believing that you will to more than you can achieve, and therefore creating Disappointment frm the very start
        
        Disappointment at the End of your Day sucks away your self-belief, your energy
    - - this block doesnt get any easier
        
        "The truth is prospecting is still the hardest, most mentally exhausting part of my sales day. There is always something more fun I would rather do, and although I know it will never get easier, the one thing that separates me from most other people is this: I get over it and do it anyway."
- - - - You create a Chain of Acts
        
        Do an Activity: Log it
        
        Log an activity: Create a Follow Up Activity
        
        Keep going around
        
        :
        
        You ARE ALLOWED make a conscious decision to break the Chain (= step out of the Marathon): clear out the Junk from your Funnel at times, due to changes in your Target Profile of your prospects
        
        You may NOT unconsciously break the chain: then you have been not disciplined enough.