MORE IS BETTER…there is a rather complicated law of life that was developed by two philosophers/physicists in the mid-1800s. It is referred to as the Weber – Fechner Law. In its simplest state it says that it is easier to tell the difference between two candy bars that are 3 ounces apart in weight when one weighs 6 ounces versus the same comparison when they both weigh nearly 2 pounds.
Not that complicated, the concept is that the larger the two items are that are being compared… the less noticeable the differences in their size.
This got me thinking about dealing with the struggles, frustrations, fears, and disappointments in the Business of Sales. Commissioned Sales is a highly rewarding profession. There is also a price to pay for these rewards. The price is that your results (or lack thereof) can create tremendous highs and lows emotionally as you go through the day-to-day activities. This is where the Weber-Fechner Law can work to your advantage. It applies in this way…The more you have on the go, the easier it is to stay positive and more productive.
Here is your ACTION STEP… if you have 2 prospects and one of them buys from a competitor, this can be devastating. Conversely, if you have 15 leads on the go you are more insulated from any disappointment. After the initial rejection, instead of having only 1 more opportunity for success, you have 14 more! Here's some thoughts on making sure your "chocolate bar" is a big one…
MORE IS BETTER
1. Keep adding to your Center of Influence List… a good rule is one new name per day
2. Do your lead follow-up every single day… "old leads are cold leads"
3. No getting around this next one… your top priority…schedule time to Prospect Every Day (two hours minimum… no exceptions)
4. Practice your skills 15-30 minutes every day. This builds your confidence. The higher your confidence the higher your ability to deal with rejection
5. Powerful Question: "Who can I find today to help me make money this week?"
6. More Exercise… build up your stamina so that as you get near the end of the day you are still able to "take a licking and keep on ticking"
Business philosopher Jim Rohn was often quoted as follows, "The secret to dealing with the ups and downs of Commissioned Sales is to be in action… lots of it". The Weber-Fechner Law reinforces this mentality. It's a lot easier to deal with unexpected disappointments when you have a lot of things on the go. The more prospecting you do & the more people you speak to… the more leads you will have. Make sure the odds are in your favor. Keep your "conveyor belt" full at all times. That way when the odd one falls off the belt, they will be forgotten in an instant. NO Excuses.