Sunday afternoons are frequently my "honey-do" time slots. Depending on what honey is supposed to do, my energy level may run from having to lounge in the recliner to rest and watch a game to happily riding on my mower to trim the grass.
However, when 5:30 comes around, my energy level gets a huge boost and 15 minutes later, I'm out the door headed to my weekly basketball game. I play for two hours with my buddies and run like the wind. Which is to say some times I'm not moving, some times I'm blowing hard and some times I'm all over the place !
Isn't it funny how we all have the energy to do what we want to do?
The same thing applies to our sales efforts, doesn't it? When we go see our best customer, we're all pumped up and ready to go. If we are going to see an account that is a headache, many times the speedometer barely reaches the speed limit.
We need to practice the positive mental attitude that Napolean Hill spoke so eloquently about. Self-motivation. Grab your ear and pull. Find the positive and make it happen.
I had a friend that had an account that he hated. Tommy got little business or respect even though he was an honest salesman. I asked him why he would beat himself up and consistenly call on this account. It seems that he had broken it down to dollars and cents. If he got the business he was after, the return on investment would be close to $50/hour at that time. Of course the longer it took to get the business then the dollar value would drop. BUT, he massaged those numbers by adding dollar value to his product for inflation. He said he hated to think of an account only in terms of money but that was his only way to motivate himself.
What do you need to do to energize yourself to make that next call ?
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