Will Napolini: Laying The Groundwork

Now in this video, I'm going to be talking about laying the groundwork. So at this stage you've already generated some leads. You might have some scheduled strategy sessions or appointments for people that you're going to be calling or yeah, you might just have ten to 20 leads that you just need to start calling on and start speaking to these prospects.

Now, really what I found is the best way to kind of approach your day and structure it all up is that you spend from 09:00 A.m. In the morning to 01:00 P.m. In the afternoon doing your sales activities and doing your sales calls and that's so you've got that time blocked out and you can start to gain some momentum and start to gain some rhythm in kind of your sales process and building confidence about yourself.

And what it's really important to note is that you want to get into the right state for breaking into that kind of block of activity and making all of those sales calls. And the best way to do that is you just basically just want to reset your state that you're in and get to what I call level ten. And the best way to do that is to get the blood flowing right, to jump up and down, to do some push ups, to do some body weight squats, whatever it is that kind of gets your heart rate going and kind of just wakes you up and gets you prepared for this call.

And you really want to push aside anything that's going on in your personal life. You don't want to drag anything into those calls. You might have just got off a bad call before that and you don't want to let that affect you in the next call that you're making.

So it's really important that you take a few moments, do some deep breathing, do some star jumps, do whatever it is that you need to do to kind of reset yourself and then get into the right state. Anchor that into yourself and really feel positive about jumping on this call and wipe out anything else that has gone on or that is going on in your life at that stage. And then once you've done that, you want to prepare for this call.

And the best way to do that is to, first of all, make sure that you're in a quiet room that is free from distractions, doesn't have other people talking, or that's too minimal and you want to close down. Your computer, or if you really do need your computer, you want to close your inbox, your email, all the other tabs that are kind of like vying for your attention and that will ultimately be a distraction in an ideal situation. You don't want to have your computer on, you want to have a hands free headset where you can make calls and your hands are free to kind of take notes throughout that call.

So you're not distracted. You might be thinking, yeah, I'm really good at multitasking. I can check text messages when I'm on the call to people, they hear that.

They hear that in the calls, and they just won't be on the money. They won't be sharp. It will feel like that you're not even listening to what they're saying.

So it's really important that you do that. Kind of block out that time, get prepared, free yourself of all distractions and anything that's going to kind of take you away from being in the state that you need to be in. So really what you want to think about is how can you create that environment for you to make those calls? And it may not be the environment that you work in all the time.

It may be just where you make your sales calls from. It may be the certain things that you're going to do to get you set up for those calls. But really what I want you to do is think about that, start to plan for, okay, this is what time of day I'm going to be making my sales calls in.

This is what days of the week that I want to be doing that in and really kind of start to piece together what that looks like for you and come up with a plan, plan of how you're going to be approaching your week and when you're going to be making those sales calls. So go ahead and do that now, and I'll see you in the next video.