If you’ve read any of my material, you know that I believe most of what we were taught about selling before 2000 is useless today. However, there are some fundamentals that will never go away. One lesson taught since 1950s selling classes that is still relevant: the decision-makers and key influencers are usually working before anyone else and after anyone else.
How many calls do you make between 7:30 and 8:30 in the morning? Try this for one month: track your success rate of calls between 7:30 and 8:30. I bet you’ll miss many people who haven’t gotten in yet, but the ones you catch will give you a minute. Try it for one month and analyze the results.
