The 32 Worst Things You Can Do in Sales:
9. Not Getting Proper Rest
By Steven J. Schmidt (2/17/09)
One of the absolute worst things you could possibly do in sales is not get the proper rest. Rest is a major factor that determines your success in sales. When you do not get proper rest, you will feel sluggish and tired, and those characteristics will be evident to your potential customers. Once the customer sees that you are tired, they will most likely not buy anything off of you, unless they were about to buy whatever it is that you were selling.
Not getting the proper rest the night before will not allow you to have the enthusiasm to strike interest in your customers enough to buy the service or product that you are selling. If you are selling knives door-to-door, you will look like yet another salesperson selling knives, and you won't be able to differentiate yourself from other sales reps. Additionally, the customer will think to themselves, "Why should I buy off of this sales guy if he does not even believe in what he is selling?"
If you don't have the energy from the beginning of your sale, what makes you think you will have the energy to overcome an objection? I have a real simple answer to that. You wont! When tired, nine out of 10 times you'll probably just walk away without putting up any type of a fight.
Imagine someone giving you an easy objection. The consumer says, "I was thinking about getting my windows cleaned and so was my wife, but she said only do it for a certain amount, so I don't know." Normally, that is a slam dunk for a salesman. You normally would say, "I completely understand that you want to talk over the price, but can you tell me what you guys wanted to spend, and I will see if there is anything that i can do for you."
However, let's say you were out partying the night before, and had about seven shots and four beers, and only got four hours of a drunken sleep. Being dreadfully tired, you would say to the customer, "Well, here's my card and call me if you're interested."
Way to go, champ! You just walked away from a sale and money you could have made. I hope the drinking and lack of sleep was worth it.
I am not saying to not have a good time. But, there is a time for this and a time for that. And the time to get proper rest is when you have work the next day. You always want to have the proper rest at all times. You could have people calling you as a potential sale and you decide to just sleep all day because you were out partying the night before.
You have to get proper rest to even pick up the phone. I know that sounds ridiculous but I know people who have not gotten the proper rest and they were not even able to pick up the phone. Once they got around to picking up the phone, the customer went with someone else, and that person was a potential $850 commission.
Getting rest will give you the energy in the beginning of your presentation, which will grab the customer's interest. Rest will give you the extended energy to turn around an objection and will close a simple deal as noted above. Last but not least, you will leave the customer's house with an enthusiastic smile and you will have the energy to answer the customer's phone calls if they have any concerns.
So, in closing, what is the moral of this story? Be responsible and get rest! It's as simple as that.
More from The 32 Worst Things You Can Do in Sales
- Walking Away - 2/16/09
- Not Looking Customers in the Eye - 2/16/09
- Talking Too Much - 2/16/09
- Not Listening to Customers - 2/16/09
- Not Knowing Your Product - 2/16/09
- Not Being Organized - 2/16/09
- Getting Distracted - 2/16/09
- Selling Price Alone - 2/16/09
- Not Getting Proper Rest - 2/17/09
- Getting Flustered (Lack of Production) - 2/19/09
- Leaving Territory Too Quickly - 2/20/09
- Being Rude to Customers - 2/23/09
- Being Too Content - 2/24/09
- Maintaining Poor Hygiene - 2/26/09
- Pressuring Customers - 2/28/09
- Not Having Fun - 3/2/09
- Not Closing - 3/3/09
- Lacking a Powerful Introduction - 3/4/09
- Not Following Up With Customers - 3/6/09
- Not Having a Strong Mentality - 3/8/09
- Lacking Discipline - 3/10/09
- Not Handling Objections - 3/12/09
- Sounding Desperate - 3/14/09
- Having Poor Customer Service - 3/17/09
- Not Taking a Vacation - 3/21/09
- Misreading Customers - 3/27/09
- Lacking a Unique Sales Identity - 3/31/09
- Not Letting Yourself Be Known - 4/6/09
- Not Having Patience - 4/9/09
- Not Holding Yourself Accountable - 4/11/09
- Hitting on a Customer's Wife - 4/13/09
- Acting Like a Salesperson - 4/23/09
- Overview - 5/23/09