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Effective sales habitsBecome more present with your clients by providing yourself structures

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Reduce administrative frustration

• Don’t be distracted by administrative matters when dealing with clients.

• If you’re not fully present, then how can you expect the customer to be with you too?

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Useful structures and methods

Daily structures: allocate time to various activities.Jim Rohn: “As a sales person, no one will respect your time unless you do. That’s why you have to get people to respect your time.  If you don’t, you’ll waste it.”

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Five rules to improve your structureRULE 1. Allocate time, & structure

your day• Categorize, allocate and delegate time in

order to complete various tasks.• Group the tasks together.• Sales is all about momentum! 

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RULE 2. Don’t mentally manage your tasks

• Mentally managing tasks causes cloudiness in your mind. 

• Always look for ways to clear your mind and reduce mind chatter so that you can concentrate on the client.

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RULE 3. Concentration, clarity, conversion, closure, completion

• Keeping to these 5 C’s (especially completion) leads to mental closure on tasks.

• However, don’t sacrifice momentum to keep to the 5 C’s.

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RULE 4. Don’t check emails when selling• Dealing with apparently ‘minor’

disruptions like email will have a disastrous effect on your concentration.

• When is the best time to make a sales call? Just after you made a sale! You have momentum on your side.

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RULE 5. Plan out your day

“The more I plan, the luckier I get”. Anonymous.

• You can proactively fill your day with high priority activities. 

• “If you don’t fill your day with high priority activities, it will get consumed with low priority activities.” Dr Demartini

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Sales journals

• Track and record your habits.• If you do not track what is working and

what is not, then often you will repeat the same mistake over and again instead of taking the lesson and slightly modifying your presentation. Gain awareness.

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Digitally record your appointments

• If you’re serious about appointments, then record your calls and listen to them daily. 

• The awareness you’ll gain of what you’re doing well and what you’re doing poorly will allow you to consistently tweak and sculpt yourself into a world class sales person in a short period of time.

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Posture and movement

• Posture. Sitting uprights means you will sound clearer and you will communicate with greater certainty both consciously and unconsciously.

• Movement. Movement = energy = emotion = sales.

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Maintain your energy

Whether you’re run down or feel great, it will affect your clients.•Drink water•Take small breaks frequently•Use breathing and visualisation exercises•Do something you’re passionate about!

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Respect, manners, courtesy and understanding• Treat all clients at all times with respect,

manners, courtesy and understanding while serving them.

• However, it is also your role to push and challenge your clients to achieve their goals.

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Ripple review

1. Allocate time and structure your day

2. Don't mentally manage your tasks

3. Completion, closure, concentration, clarity, conversion

4. Don't check emails when you’re in selling mode

5. Plan out your day in the morning

Also remember your posture, movement, energy, courtesy, and understanding.