We salespeople spend the majority of our time doing things other than selling. We prospect, we fill pipelines, we market, we network and everything else so that we can spend 5% of our time doing the one thing that gets us paid; closing. 

The problem is that we salesfolks have egos the size of Texas and we are gluttons for punishment. This is why we push ourselves on people with no interest to buy our products and bill ourselves as professional mind changers. I know, I used to be the same way. I’d call random people out of the newspaper and try and sell them mortgages every day.

In 2005 I realized I didn’t just want to sell to anyone. I wanted to only talk to someone who needed my help and was interested in what I sold. I quickly realized it was less stressful, less work and less hassle, talking to only 3 qualified people each day instead of calling 300 people and trying to make them gain interest.

Turns out, just like most of the things we fear, stopping cold calls and wasting my time wasn’t hard and I didn’t really lose out on any income. I just made the shift, stuck to it and did the work.

There’s a formula you must follow when you’re selling. (I+D)+(B+T)F = CLOSE and in this video I’ll explain what that formula means and how you can implement it into your prospecting routine to efficiently close more sales without putting in more hours or upping your call numbers. Be sure you share this video with someone who needs to see it.