Yesterday, I was visiting with someone who saw me speak a couple of weeks ago. She is part of a large direct sales organization that sells products via home party. We were visiting about her business and she mentioned that she would like more parties on her calendar. "I just want to purchase some of the new inventory that just came out, then I will book some parties and show the new product." she told me. She did not have the extra money lying around to purchase the new inventory but had quite a bit of last year's product on hand. I recommended that she put some parties on the calendar, sell the inventory that she had, and then book additional parties in the future to show the "new and improved" line.
She was committing a huge mistake that sales professionals make every day. She was buying into the "I will when..." line of thinking. "When the kids start school, are done with school, we have new product, have discount product, Saturn aligns with Venus..." You get the picture. There is no substitute for activity. No matter what product or service you are selling, you make an appointment to be exactly where you are today 60 days prior. If you want to be busy and flush with business 30-60 days from now, I suggest you pick up the 300 lb. phone and start setting up appointments. Ask past clients to do business with you again. Ask people for introductions to help you grow your business.
It is very easy to buy into excuses instead of activity. Keep in mind that most people who agree with whatever excuse you may be buying into are not making the kind of money you would like to make. Go out there and go on an "excuses diet!"
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