If you’re like most professional salespeople, you have more than enough on your plate to keep you busy. When you’re not prospecting, you should be selling, and when you’re not selling you ought to be prospecting. Sounds simple, doesn’t it?

However, I contend there’s an additional activity you can engage in that will do wonders for both your prospecting and selling activities – physical exercise! Professional selling is challenging, mentally and physically. Long workdays, difficult travel conditions, and the stress of trying to keep existing customers happy while continuing to build a bigger book of business can take their collective toll on your health. And because your work schedule is so full, it’s easy to justify not exercising on a regular basis.

Nevertheless, being physically fit will make you a better salesperson. How? Besides the opportunity to shed some extra pounds accumulated from those lunches with clients, exercise is a great stress reliever. It also helps you to sleep better, feel stronger, and build your endurance for the selling challenges that lie ahead. Just how much exercise do you need? That varies from person to person, but rule-of-thumb says at least 30 minutes a day, three times a week, at a minimum. However, if you’re not currently exercising on a regular basis, check with your doctor first before beginning any aerobic training program.

Remember, professional selling is a lot more than a 100-yard sprint; it’s more like a 26-mile marathon that requires a steady pace and the endurance to go the distance. Be sure to set aside time on your calendar for those regular workouts – treat them like important appointments – the kind you hate to break.

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The Tuesday’s Sales Truths are taken from Bill Brooks’ Book Entitled: Universal Sales Truths

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More than 2,000 years ago, the brilliant Chinese general, Sun Tzu, recorded his thoughts on how to wage war and win. Even today, The Art of War remains one of the most valuable sources of military strategy ever written.

Many top military professionals keep a copy of Sun Tzu’s work on a nearby bookshelf. Salespeople should do likewise. Why? Take the following excerpt from his work as an example, and then allow me some journalistic license.

“Now, the general who wins a battle makes many calculations in his temple before the battle is fought. The general who loses a battle makes but few calculations beforehand. Thus do many calculations lead to victory and few calculations to defeat. It is by attention to this calculation that I can foresee who is likely to win or lose.

Now with respect to Sun Tzu, let me say his words another way, as related to sales.

The salesperson who wins a sale makes many pre-planning decisions in his/her head before the sales presentation is conducted. The salesperson who loses a sale makes but a few pre-planning decisions beforehand. Thus, many pre-call planning activities lead to sales and few pre-call planning activities lead to no sales. It is by attention to pre-call planning that I can foresee who is likely to win or lose the sale.

Sun Tzu teaches us that going into battle with a comprehensive plan is a key to victory, while a weak plan leads to defeat. Thus, it’s the same in selling. The salesperson who meets his/her prospect with a well thought out plan is more likely to win the sale than the salesperson who shows up unprepared.

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The Tuesday’s Sales Truths are taken from Bill Brooks’ Book Entitled: Universal Sales Truths

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The Tuesday’s Sales Truths are taken from Bill Brooks’ Book Entitled: Universal Sales Truths

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