Top Sales Performers see time as their most valuable asset. In this blog, we look at the pec popping impact HIT (High Intensity Training) has on generating fast results. Then we share one of the greatest sales secrets of all time: how you can emulate this focus in your working life to help you generate new opportunities by scheduling high intensity power hours.
Anyone who has been within a sniff of a gym in the past few years will know that HIT (High Intensity Training) is the new fad that has quickly become the time-poor fitness junkie's dirty dream.
Why? Because of one core (and quite mind-blowing) fact.
You get better results in less time.
Yep, instead of running for hours every day, you do short bursts of highly focused, intense activity.
You burn more fat.
You build more strength.
You smash your goals and still have time for a skinny latte and a couple of raw protein balls on the way home.
This high intensity activity does not just reap benefits when performed in the gym.
In fact, one of the key habits of Top Sales Performers is to emulate this focus and apply it to their day-to-day working lives using high intensity power hours.
What is a power hour?
Power hours are a dedicated time you schedule into your day where you focus solely on making prospecting calls.
They allow you to make a high volume of calls in a certain timeframe and help you create momentum so you can ride off the back of your successes.
SIX steps to having a successful power hour:
1. Schedule THEM in your journal / diary
Schedule at least one power hour per day into your diary or Top Performer Journal.
Before you start your power hour, turn off your email, silence your mobile, and mute your colleagues (as best you can). Then, spend one hour solidly calling hot opportunities, ideal prospects and A-list contacts. Do not open email or get distracted with any other tasks until your hour is complete.
2. Create a “shopping” list
Create a “shopping list” of everything you could achieve from the calls you will make during your Power Hour (e.g. a decision maker’s contact details, a call diarised with the decision maker, a qualified opportunity, a meeting booked, a trial agreed, a sale agreed).
Your aim is to achieve as many as possible during each call.
3. Prospect like a Pro
4. Always get the next step in the diary
Also, with every call, ensure that you always book the next step in the diary. If they can't speak now, book in a better time. If they want you to call back next week, ask them what day and time works for them. If they want you to call back next year, ask them when. Then send them over an outlook invitation with the reason for the call. You will find you suddenly have a lot more opportunities in your diary.
5. Monitor your call to close ratio
Monitor the number of calls you make and the number of successes you have against your ‘shopping list’.
For example you could record the number of calls you make, the number of decision makers you speak to, the number of meetings you book and the number of closes you make (adapt this to suit your own goals).
This will help you gain insight into what’s working and what’s not.
6. Have fun with it
Finally, power hours can be more fun when you do them with other people in your team and add a competition element to them. Allocate points to each item in your shopping list, then have a friendly competition to see who can get the most points in one hour.
Focusing your time and attention on one task will get you better results in shorter timeframes. You will soon get into your flow state and success will breed success.
This week challenge yourself to do at least one focused calling power hour per day, follow the tips above and you'll be amazed at the amount of opportunities that come your way.
HOW CAN I COACH MY TEAM TO DEVELOP GREAT SALES HABITS?
Got a sales team? Want some ready made training material to use in your next team meeting?
2. Print off the ready made worksheets to use in your next team meeting
3. Follow the examples and coach your team to create great sales habits
LIKE THIS BLOG? YOU'LL LOVE OUR SIMPLE STEP-BY-STEP GUIDE:
Win the day with pro time management tricks
Improve results by focusing on money-making tasks
Speed up the sales cycle with assertiveness & objection handling ideas
Download the habits success pack for free here
Or order your very own Top Performer Journal today.
Blog written by Jen Wagstaff, CreativeMind Sales Training
"Powerful pec-popping performance"