The Golden Habit: A daily dose of sales success

The walk of shame. I have one to top the lot.

It was one Halloween around 8 years ago (before I was a happily married woman) and I decided to go to a club in London dressed as a dead scuba diver. 

I was wearing a full wetsuit, a smashed up mask and fake blood all over my face and neck.

At the time (i.e at 11pm on a Saturday night surrounded by other intoxicated fancy dressed partygoers) I looked great.

The party continued at a house, the next thing I knew it was morning… and I woke up on a sofa.

Wetsuit still on.

“Mr Dreamboat” from party the night before took one look at me and said “Nice to meet you last night. I’ll call you.”

It was only once I staggered out at 10am on Sunday morning onto High St Kensington in full wetsuit and heels, blood residue crusting around my face, that I realised...

He hadn’t asked for my number.

It was 2 bus rides before I got home.

Aside from being the most chronically embarrassing walk of shame of my life it taught me an important lesson about sales.

“I’ll call you” means absolutely nothing.

 
I'LL CALL YOU.png
 

The phrase "I'll call you" is common in sales, but it is also one of the biggest blockers of success.

Why? Because (just like Mr Dreamboat) it delivers zero commitment and therefore you have zero control of the future.

In this blog I share with you my Golden Habit for success; a simple habit you can form that allows you to:

  • Come in on a Monday morning with a diary full of prospect appointments for the week ahead
  • No longer relentlessly call and chase prospects to get back to you
  • Become in control of your sales process.
  • Ensure both you and the prospect are 100% sure what the next steps are and when they will be actioned.

So what is the Golden Habit?

The Golden Habit follows the mindset principles of assertiveness and detachment.

The Golden Habit is an assertive move you make at the end of every sales conversation to ensure you stay in control of the process. It helps build detachment because you position yourself as someone whose time is as valuable as your prospects. You don't have time to chase prospects like a needy puppy. So don't do it. Instead stick to the golden habit.

 
The Golden Habit.png
 

HOW DOES IT WORK?

It is really simple. You need to get into the habit of diarising the next step (next call/ next meeting/ start date) with every opportunity. So instead of leaving the opportunity vague and uncommitted, secure a date and time in the prospect's diary. Here's a few tips on what it sounds like:

DON'T SAY:

 “We should go for a coffee some time” (you won’t)

“I’ll send over the proposal; give me a call once you’ve had a chance to look at it” (they won’t, you’ll end up chasing)

“Have a chat with Julie and I’ll give you a shout next week to arrange a good time” (they'll forget and they won’t pick up / you’ll procrastinate the call)

"I'll pop in next week" (Top Performers do not 'pop'. They have qualified, arranged appointments)

DO SAY:

"So that we can discuss this further and explore see if it's something I could help with, when would be a good time? Great, let's put it in the diary now and I'll send you a calendar invite"

“So that I can answer any questions you have on the proposal, when would be a good time to speak next week? OK I’ll send you over a calendar invite now. Before the call, please have a look through the proposal and jot down any questions you have."

"So that I can fully understand which solution would be the best fit for you, the next steps are to arrange a meeting with yourself and Julie. Which dates works best for you both? Great, I'll send yourself and Julie over a calendar invite with the agenda over now."

"I am in the area next Monday and Wednesday. Great, how does Wednesday at 2pm sound? I'll send you an invite. So that I can prepare effectively, what would you like to discuss in the meeting?"

Embed the Golden Habit into your brains, and commit to saying it after every sales (or dating) conversation you have this week. You will start to find your diary filling up with Dreamboat opportunities, and your sales figures looking mighty fine.

Have a great week ahead!

Jen

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