Finding the Secret Sauce of Sales

Have you ever wondered what sets apart average salespeople from high performers? It's not just about working hard, as average salespeople often put in just as much effort, if not more. The real secret lies in spending more time with better prospects. According to renowned sales guru Sean Luce, average salespeople spend about 60% of their time with unqualified prospects. On the other hand, top salespeople invest 80% of their time with qualified prospects and customers. These high achievers start the qualifying process early by focusing their efforts on prospects that have the highest probability of being a good fit.

As our own Tom Millet wisely said, "Client retention begins with good prospecting." The type of prospects you call on can greatly impact the likelihood of renewal. It's not simply a matter of throwing spaghetti against the wall and hoping something sticks; it's about finding the stickiest spaghetti. As salespeople, we can easily get caught up in various tasks, but our primary responsibility is to safeguard our prospecting time. Let us remember the wisdom of Proverbs 24:27, Finish your outdoor work and get your fields ready; after that, build your house.

Now, let's dive deeper into the concept of "outdoor work." Our ultimate goal is to assist you in obtaining more time with better prospects, as face-to-face interactions with quality leads lead to increased sales. It's crucial to distinguish between "A" prime selling time activities and "B" non-selling time activities.

"A" Prime Selling Time Activities (Outdoor Work):
Being in front of prospects
Setting appointments
Servicing clients
Obtaining referrals

"B" Non-Selling Time Activities:
Preparation
Planning
Product knowledge

"B" time activities are important as they provide a foundation, direction, and motion. However, it's important not to delude yourself into thinking that motion equates to productive action. True action lies in engaging in "A" time activities that bring you closer to success. This doesn't mean that "B" time activities are unnecessary, but if you prioritize them over "A" time activities, you may feel a false sense of accomplishment, even though you're not making significant progress. Salespeople must understand the distinction between motion and action.

Let me encourage you with the following points:
Prioritize your outdoor work first.
Allocate more time to engage with better prospects.

Remember, success comes from dedicating your efforts to the right activities and investing time in valuable prospects. By focusing on high-quality interactions and strategic prospecting, you'll undoubtedly enhance your sales outcomes.