2 Keys To Sales Excellence

In today's podcast, we'll look at the 2 critical keys to sales success that every salesperson needs to have perfected in order to reach and even exceed their goals.

The Money Hours

Let nothing interrupt your money hours… these are the hours of the day when you can call and talk with prospects and customers. The most valuable part of the day! 


  • TODAY is 20% of your sales week.
  • Two sales days are 10% of your month.
  • That's 1 slow month every year! 

Every moment of every sales day matters. These are the MONEY HOURS. Hesitation for a better sales day or the week or a time when you’re "feeling more up to the task" will have a long-term effect on your ultimate sales results.

THIS IS SERIOUS. Every sales day is a sales day, regardless of your circumstances. Once it’s gone, it’s gone forever. Over the next few weeks, begin your quest for complete sales time discipline regardless of your environment… regardless of circumstances. Put the “Do Not Disturb” sign on your sales hours. 

Time management is simple. Do what it is you know must be done.

“Defer No Time, delays have dangerous ends.”
- William Shakespeare

The Opening Statement

Nothing is more important to prospecting (other than actually doing it) than the quality of your opening statement.


In person or over the phone, windows of attention are slammed shut in less than 10 seconds. This means you have to maximize the impact of every word, syllable, and pause in your lead-off statements. They need to be works of art - COMPLETELY COMPELLING

To minimize the importance of preparing a solid opening statement is to potentially short circuit your entire sales effort. Fortunately, opening statements can be prepared and practiced BEFORE a sales opportunity is ever pursued.

REMEMBER - it’s very likely the people you’re trying to reach are also being approached by many others each day (competitors or not). Powerful, compelling, and practiced opening statements can launch many sales opportunities for you, where a competitors lack of preparation can leave them standing still.

“Life all comes down to a few moments. This is ONE of them.”
- Bud Fox

Sales Is Everything

Your money hours matter... to everyone at your company. Plus, they matter to you as an individual – and your family, too, frankly. If you’re not making contact, it’s very difficult to sell.

Sales are what make everything else possible – salaries, bonuses, commissions, perks, vacations... even sick days – everything. It all comes down to sales. So, let’s be careful to value each and every one of our money hours because once they’re gone, we can’t get them back … ever.

Take Action

What are the top 3 or 4 things that distract you during the money hours and what can you do to eliminate or minimize them?

Do you have a "completely compelling" opening statement? If not, make one! Then, perfect it with practice - but never practice on a prospect.  

Get more great tips and tools from the SalesTUFF Podcast >> 

Jonathan Hinshaw

Post Date:
Wednesday, August 20, 2014

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