Ever read a book and saw yourself in it? That’s what happened recently when Mike started reading my new book, SNAP Selling.
As I described today’s frazzled prospects who are struggling to get everything done, it hit home. But what really bothered him was when I pointed out that their frenetic multi-tasking actually caused them to accomplish less.
He knew it was true, but didn’t know how could he stop this sales-derailing behavior. So he wrote to me for advice.
Here are some of my suggestions:
- Block out times in the day where you are uninterrupted. No reading email or allowing yourself to go off on a tangent. Unplug what you can. Do just the work that needs to get done. Be vigilant in protecting this time. It’s AMAZING how much more work you can do.
- Give yourself time limits. For example, give yourself 60 minutes to make prospecting calls. No more. No less. That way, it will get it done. It can even become a game for you.
- Prepare your plan for the next day before you leave work. Just take 10 minutes to do it. Then stick to the plan the next morning.
- Don’t start the day with emails. You’ll get sucked in and before you know it 2 hours have disappeared. Do them at 11 am & 4 pm. That’s all. Try it for a week. It’s really different. And, like I said, you actually get a lot more done.
Please, please share your best advice too. We are all crazy-busy and it’s killing us.
