The math of time waste

How do you calculate the time you waste on an average day in the office?

Do you have a formula that helps you to know the exact amount of time that you don't use to promote your goals and targets?

Allow me to suggest an idea: If it doesn't help you to achieve your goal – it’s a waste of time!

Let me show you what I mean, by attacking the no.1 time consuming task in sales life – cold calling. When you cold call you basically disturb a prospect day to try and sell something to him (meeting, information etc.). Even if you were smart enough to do your homework before calling and you know a thing or tow about your prospect there are no guarantee that the call will lead you somewhere, you simply "try your luck" in this call.

In my opinion – that's a waste of time. If your goal is to sell more, to establish relationship, to earn more money then act and do things that will get you there.

Just relaying on the law of large numbers to justify your actions isn't enough anymore. You must focus your effort on things that really work. For instance: If you know that referrals are the thing that work the best for you – do it, if e-mails do it for you – so be it.

Just don't waste your on things that don't work because you read it somewhere, or because you participated in some seminar. Do what's right for you; for your character, for your industry, and most – for your clients. 

Does doing like everybody else really help you?

Allow me to open with a question: if an expert would have told you that the best writers in the world are left-handed – would you start to write in your left hand tomorrow?

No, and why? Because it won't work for you! Your hand write will be unreadable and you'll achieve nothing – definitely not becoming a known author.




But hey! An expert told you…so what went wrong? The answer is this: the expert forgot that we – people are different one from the other.

The things that will work for someone won't work for the other.




The same can be told on sales. We try our best to do the same things like the others do. We try do act against our personality and against our character and we convince ourselves that this is the right thing for us! That we have to try harder!




It's like trying to jump to the moon and getting mad because we can't do it! So why do you keep on trying to use tools that don't work for us? Only because someone said so? Why do try over and over despite the fact that we don't see any fruit to our labor?




Some of us – sales people can sit for hours and make cold calls even if we hate it! Even if it doesn't work for us – because the expert said so!




This is not the way thing are working with people! We are not computers! If something is working for you – good! Stick with it; don't try to be something you aren't.




If you can sell more because you can establish relationship and friendship go for it! If you can get more meetings from referrals just do it! If you hate to cold call, send mail or walk from door to door – stop doing it!




I'm offering an alternative – try to focus on the things that you are good at. If you're good in cold call – do it, if you're good in d2d sale – good for you! But stick to it – even if everybody else doing the opposite.




Do what you're good at. That will make you happier, more successful, richer and a better salesman.