Idea of the Week - Total Selling Systems

Warren Wechsler's
Idea of the Week

Just Go Do It!

Warren Wechsler, bestselling author and national sales and motivational speaker, provides many valuable resources free of charge to sales trainers and sales managers. Some restrictions apply to the use and distribution of this information. For more valuable materials, visit Warren's web site www.totalselling.com. All materials and content © Warren Wechsler, 2001 – All rights reserved.

Find a key prospect in your territory that you've been avoiding or neglecting or fearful about, and tell yourself, "I am going to make the call on that particular customer, or potential customer. I'm going to identify them strategically as someone who fits in my business. I'm going to write out my approach. I'm going to anticipate and overcome resistance. I'm going to go out there and knock on that door, or pick up the phone and make the call. And I am going to find out what's going on at that prospect."

I'll tell you what. It works if you do it. It's tied into that concept we talked about earlier called painless prospecting. The idea, though, is to go out and figure not ten, not fifty-two, not seventy-three prospects, but just select one. Find one prospect. Write out your approach. Make the call. And go out and see what happens.

Actually one of my clients is doing a case study around this already this month. They've go about seventy-five salespeople. I've received the first two emails back. Both people went out and called on a cold prospect, and opened a new account on the spot because they used the approach and it really, really worked. They were both shocked. When they sent me the email, they couldn't believe how simple it was and how effective it was.

So if you want to build your business, you go out and you do that as well. That's the sales idea this week. If you act on these ideas and you take this to heart and you understand the concept that I very much strongly believe in, the time that elapses from hearing an idea and using it is the time that's going to elapse between how successful you are at actually building your business.

Saying that another way, many people hear a lot of ideas and never act on them. Many people hear ideas and act on them next week. If you can hear an idea and act on it immediately, you will be one of those people that absolutely make your business happen. You don't want to be one of those people that let business happen. You don't what to be one of those people that say, "What the heck happened?" You want to be one of those people that say, "I'm making it happen." And the way to make it happen in business is to go out and make the calls. Take an idea and do something with it. Take the idea and do something with it. That's this week's idea.

This was a partial transcript from Warren Wechsler's weekly radio show. Warren Wechsler, bestselling author and national sales and motivational speaker, provides many valuable resources free of charge to sales trainers and sales managers. Visit Warren's web site www.totalselling.com Also, listen to Warren's weekly radio broadcast Wednesday's at 4:05 - 5:00 pm Central time, on KMCD-AM 1570AM. Shows are broadcast live on the internet at http://www.warpradio.com/asx/KMCD-AM.asx