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The Little Things

by Richard Cannon

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It's the tiniest details that bring in massive results. The differences between making $500 a week and $5,000 a week are so small its mind boggling. The pros that make the big money do every single thing that is in their power and within their abilities to be just a little bit better than the next person. One tiny thing I did to help my sales was memorizing the key pad on my phone so I never have to look at it. "Why would I waste my time?" you may ask, because it saves me time. If I can make one more call a day, because I memorized the key pad, two- hundred days out of the year: that's two- hundred extra calls. I know from my numbers that calls turn into sales. I do everything in my power to make as many calls as I can. Some people may think it's a waste of time to memorize the key pad but those are the people who never improve. I'm not saying that every top performer has memorized the key pad but they do have their own tricks.

Another thing to know and memorize are rebuttals. This way you will know what to say when a customer comes back at you with a no. You should know, with out a second's hesitation, exactly what you're going to say before you get there. Practice it, repeat it. If you don't have it down get in front of a mirror and practice. The pros do not have to grab a script out of their pocket when a client says this, that or any thing else. They know what to say; they internalize it; they become it.

So look at everything you do every day. Look at every activity and say to your self, "How can I shave one minuet off of this? How can I get one more call in today? How can I get one extra pitch in?" and see what will happen by those tiny increments of change. One little change after another will put you in the top 20% of salespeople. So do what it takes to get your self there, go after the little things today.

Go Get ‘Em!