8am - Read this newsletter
8:15am - Decide to stop avoiding the hard conversations.
Welcome to lucky week #13! I've been holding this one in reserve until we hit a very lucky number...and today, we have.
This week I want you to focus on a performance enhancement called Worst First.
That is, each day and week pick the worst (read: toughest, most challenging, most unpleasant) thing you have to do and put it at the top of your daily plan. There are calls and people you've been avoiding, and that stops this week.
2 simple reasons....
1. Facing these situations and conversations head on will make you a stronger salesperson, able to deal effectively with difficult situations.
2. Having these conversations might save a lost opportunity and provide you with a business boost you weren't even contemplating. Someone is getting referrals from these accounts....why not you?
I get it, talking to someone that is upset with you, rude, or condescending isn't fun. It's not fun for me either. If you think of sales as a constant opportunity to get better, then these accounts and conversations are a great training ground to do just that. Besides, in many of these situations you are probably getting little to no business anyway.....so you have nothing to lose and everything to gain.
Teaching yourself this Worst First methodology will permeate every area of your life and career. You'll begin to adopt this with all things you do. Imagine NOT sweating a day away about the phone call you plan to make at 4pm. Imagine banging that call out at 8am, finding some resolution, and getting on with the more pleasant parts of your day? That's what Worst First will do for you. Imagine having to hike or ride your bike up a one mile steep hill. It's tough...but once you get there, you have a 10 mile long downhill on the other side where you can just cruise.