April 03, 2024

Understanding Procrastination: Its Emotional and Financial Costs

Why people struggle with overcoming procrastination and the cost you pay, emotionally and financially?

Picture this, a salesperson sitting at their desk and struggling to pick up the phone to make their calls.

How procrastination can lead to call reluctance and can affect all aspects of your sales performance and lead to increased frustration with yourself?

What are the behavioural signs of call reluctance and procrastination either in yourself or in the team that you manage?

The technical definition of procrastination is:

"To voluntarily delay an intended course of action despite expecting to be worse off for the delay.”

Procrastination is a very common behavioural issue that not only salespeople experience, but also leaders, parents and also students.

Students will often avoid writing that essay or studying for that examine until the last minute and because of time pressure they finally relent and do what they must do.

You will often see students make multiple visits to the fridge to see what to eat or check their socials, anything but to do what they have to do.

The common result from this is substandard output or failure.

Having studied hundreds of salespeople and having them send their accountability reports to us, procrastination is not so much about avoidance of the task as it is about feeling that you will fail to do the task and be seen as a failure by yourself, by your peers or parents.

The shame attached to this is enough for most people to avoid the task. Because you avoid failure you won’t be seen as a failure.

This impacts on the self-worth of that person.

So why do a task where my self-worth and self esteem will be at risk?


What do you think of this?
August 21, 2023

What Is Your Calls-to-meetings Ratio?

You probably make a lot of calls daily. But you don’t get the number of appointments you expect.

If this is happening to you, it’s probably time to revisit and change your script.

There is a way to get really good at appointment setting.


✅ The first thing is to analyse your call-to-meeting ratio
✅The second thing is get into the right mindset for Cold Calling.
✅Continually tweak your script to get the result
✅Be accountable!

It is worth spending time to develop a unique script that gets immediate interest without taking too long to communicate to the prospect that you want to meet them.

Prospects have very little patience to listen to you.

I remember when I looked at my numbers and analysed my call-to-meeting ratios, got my mindset sorted, it was all about strategy and continually tweaking my script to get the result. The same amount of calls but a higher meeting ratio!

This has also been implemented, time and again, by numerous salespeople who follow my frameworks for the mental side and to understand the strategy around script development, improving their call-to-meeting ratios.

The one thing that improved my call-to-meeting ratios was being accountable on a weekly basis.

I have a weekly focus sheet that will help you to identify the behaviors that stop you from making your calls.

I could see my progress on a weekly basis and I could also see my behaviors changing.