73. Discipline in Sales: The MOST Important Skill
Discipline is having a mindset and the ability to get things done, no matter what.
Whenever we have a goal, we need to put in the work.
To put in the work, we need to be able to overcome our impulses. The ability to act despite the temptation not to is discipline.
Reaching your goal requires discipline. One of the most important skills required to be successful.
To be successful in sales, you need to develop sales discipline.
In today’s email:
The discipline of prospecting
The discipline of nurturing
The discipline of following up
The discipline of personal development
THE BIG IDEA
I wasn’t a natural at sales when I launched my cleaning business. It was a skill I had to develop. That meant stepping out of my comfort zone and taking action.
Every day, I focused on the most important sales activities:
Prospecting
Cold Calls + Emails
Following Up
Over time, these actions allowed me to develop 4 core disciplines that helped me succeed in sales today.
The Discipline of Prospecting
Discipline makes all the difference when it comes to prospecting.
Developing this discipline gave me more opportunities at bat.
Sales ability doesn’t matter when you’re putting in the reps. I improved with every cold call. Over time, my results did as well.
In the long run, your sales results are a product of your prospecting.
Make prospecting a daily discipline.
Always build your pipe.
The Discipline of Nurturing
“Who you are as a professional salesperson is visible in your client list. If you want to add marquee clients to that list, you have to have the discipline of nurturing.”
Anthony Iannario
Landing your Tier 1 Prospects takes time.
LITTA’s top 20 fit-out/refurbishment contractors use existing waste carriers on their supply chain.
My focus is on building and nurturing relationships that will ultimately create an opening for LITTA. That means leading with value in all my interactions.
Opportunities arise when you practise the discipline of nurturing.
The Discipline of Following Up
I learned early on that you cannot win new business with a one-and-done approach.
You must follow up on your leads. Follow up as many times as necessary to progress the sale.
Now, following up is a habit. I have daily time blocks in my calendar for follow-up work.
The discipline of following up doubles your chances of contacting a lead and progressing (or closing) a sale.
The money is in the follow-up.
Always follow up.
The Discipline of Personal Development
I committed to learning after starting my cleaning business.
Reading, studying, taking notes. Infrequently at first, but over the years I’ve turned learning into a discipline.
Now, I spend 10-15 hours every week learning for my role at LITTA.
I invest time and money to improve my most valuable asset—me.
The more I invest, the more I can contribute, and the better my sales results become.
The discipline of personal development helps you grow and become the best version of yourself.
These four disciplines enable me to take 100% responsibility for the outcomes I produce - good or bad.
They helped me to maintain progress towards the goals I have set for myself at LITTA.
To develop your sales discipline, ask yourself:
Is prospecting a discipline or something I approach sporadically?
How do I nurture my Tier 1 prospects?
Do I follow up on all my leads? If so, how often?
What are the main components of my personal development plan?
Thanks for reading!
Matt @ The Growth Lab
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