Triple Productivity FAST | 5-Minute Sales Secrets

For the entrepreneur who's getting started and trying to build this to a full-time business, or for the entrepreneur who's already in a full-time and trying to get to that next step, what are some of the tips that you would give them on how to be productive?

Well, I often ask my entrepreneurs, I say, why do you get up and go to bed in the morning— go to work in the morning? Uh, why do you get out of bed? And they say, uh, they think about it for a while, and I say, well, the answer is MMM. Which means make more money. You don't go to work to make less money or to make the same money. You go to bed, you go to work to make more money. So I said, now, how do you make more money? Well, it's called SMS, and that means sell more stuff. And so you MMN by SMSing. Now, if you are not selling more stuff in the course of the day, then you might as well go home to bed, covers up over your head and go back to sleep because you're of no value to yourself or anyone else. And then I start to point out, I noticed, I learned this from a very successful man, look around your office, all right, look around your office. Now what don't you see in your office? And the answer is you don't see any customers. All right, so why are you in your office? There's no customers there, you can't sell more stuff. And if you think you're going to sell more stuff by sending out tricky email messages, then you probably need some medication or a checkup from the neck up. The only way that you sell stuff is you go out there and you talk to customers and you ask them to buy it. And so if you're not out asking to buy it, now what are the 3 keys to selling more stuff? They are prospecting, presenting, and closing. Prospecting means finding new people who can and will buy and pay in a short period of time, and then telling them, presenting, that your product or service and why it is the very best choice for them now, and then closing them and getting them to make a decision today, this minute. So therefore, they all come together as prospecting, presenting, and closing is how you sell more stuff, which is why you got out of bed in the first place. Now, so they interview, interesting point, because I've been through all of this myself. They've interviewed entrepreneurs and they say, how important are sales to your business? And the entrepreneurs say, oh, most important thing of all. Oh, sales, blood to the brain, oxygen. 'You know, to the heart, without that there's no business.' I say, 'Okay, well, next question the researchers ask is how much of your time in the course of the day do you spend selling, selling more stuff?' And they say, 'Oh, all day long. That's all I do. It's all I think about. I get up in the morning, think about it all day.' And so then they said, 'Well, all right, do you mind if we follow you around with a camera and a stopwatch for 30 days and just see how you actually use your time?' No problem, no problem at all. You know what they found out? The average entrepreneur spends 11% of their time prospecting, presenting, and closing. Wow. The other 89% is spent, excuse the expression, dicking around. They're doing fun things, easy things, checking their email, checking their email again, sending out emails. They're making phone calls, they're checking their spam. They're spending so much time, 50% of working time today is wasted. And if they're not checking email, they're chatting with their friends, they're chatting with their buddies, and they're drinking coffee, and they're having lunch, and they're going around feeling like big shots because they've got their own business. But the fact of the matter is, if you're not prospecting, presenting, and closing, you might as well go home to bed because you're of no value. Even worse, you're probably a detriment to other people because you're stopping them from working by talking to them or sending them email or keeping them busy. Email, according to the Harvard University and about 3 studies I read this week, is killing entrepreneurs because they can't stop. They have this irresistible, almost like an addiction to electronic interruptions, and they can't stop. And so just yesterday, Wall Street Journal had this great article, which is what I've been saying for the last 5 years is turn it off. Don't turn it down, turn it off. Check it every 2 2 to 3 hours and then turn it off. Oh, what if it's an important message? Well, what you do is you say this, I check my email 3 times a day. If you've sent me an email between those times, I will get back to you as soon as I can. If this is an emergency, phone this number, and the phone will never ring. And then what you do is you do 3 20-minute phases a day. First of all, your first check is at 10:30 or 11. You do not check your email in the morning because that immediately addicts you and you're on email all day long. So you wait till 10:30 or 11, check it once, wait till 2 o'clock, check it again, wait till 4:30, check it the third time, on and off in 20 minutes and shut it down. If you can do that, you'll double and triple your productivity. And that's one of about 100 ideas that I can give you. But if you'll just do that, that'll do more to help you to be successful in selling more stuff. Because if you're not wasting all this time doing that, you have only one choice is to sell more stuff, talk to customers, talk to people and ask them to buy your product.