There is something that I have to get off my chest. I’m a lazy salesperson. Yep, I said it. I’m lazy. And it’s true. But even though I’m lazy, which by the way, is true if I didn’t mention that, I also outperform anyone else out there, this approach has always worked for me, and it will work for you. In this chapter, I’m going to teach you how you can be lazy, and actually sell more, check it out.
Number one, focus 100% of your time on selling. If you have something on your plate that isn’t going to increase sales, then delegate it to someone else. When all you focus on is actually selling, you have way more time than you’ll ever need to sell. In fact, that extra time beyond what you actually need. That’s what we called free time, you can go off and do whatever you want outside of sales.
Number two, stop selling to buyers, and only sell to executives. In my world, I only sell to presidents and CEOs, because they can always make the decision. And they control the biggest budgets. Now for you, you may not be selling to presidents or CEOs. But we can always be selling higher than we are right now. Most salespeople are wasting all of their time selling in the trenches, rather than selling to people who can easily make a decision.
Number three, focus on large sales only. Let me give you an example. If you want to sell a million dollars this year, you can make it in two very different ways. One way is that you can make 100 different sales at $10,000. Or you can make five sales, five sales at $200,000 each. Now both options are going to lead to the exact same revenue. But the second option is going to mean half or even a quarter of the work and effort put in, think of all of the administrative effort that goes into making 100 different sales, as opposed to five different sales. Focusing on big opportunities is going to change your world. And by the way, be willing to just refer those tiny opportunities away to someone else who will probably be grateful to receive those referrals.
Number four, ask everyone for introductions. I could make cold calls every day. Or I can ask my clients and those in my network for introductions to other possible prospects. The first option is really, really hard work. The second option is actually quite easy. And it’s going to lead to more business than the first option. Hold yourself accountable for asking for introductions all the time. That could mean asking for one introduction a week if you have many responsibilities besides sales, or it could mean asking for multiple introductions every single day.