Full Of It Fridays.

Fridays are notorious for being the day salespeople start late and leave early (Especially in Business to Business Sales) - that's if they decide to work at all. Our team is lucky in the sense that they have a Sales Manager who has made every mistake they have made, or will make in the future. Our team is also lucky because I generally know what they are thinking before they think it. I'm a realist - sometimes to a fault.

Every Friday I hear the same lame excuses for why a salesperson isn't working.

- "Josh, I cold called for a few hours this morning and no decision makers are working."
- "Josh, every business I've called went to voicemail."
- "Josh, you know Friday's are horrible for cold calling."
- "Come on, if you ran a business would you be working today. It's gorgeous outside."

Salespeople like the ones above are full-of-it. I've been there though. Early in my career I pleaded with my Sales Manager to let me leave early. I came up with way better excuses than the ones above and the sad part is - my Sales Manager's either bought it or didn't care enough to argue with me.

After being a typical salesperson for a while, going into debt and working too hard; I now see Friday's as fun days. They are the days I write most of my orders. Let me put it this way; all week you've been following up, pitching, tweaking proposals and hammering away - Friday is like the universal 'get 'er done day' (Excuse the Fargo-ian reference). For most people, everything that was on the to-do list Monday, gets scratched off on Fridays. If you're persistent, available and have a good weekly value proposition; you'll ink loads of orders on Fridays.

As with everything in sales; If you THINK you won't make money on Fridays - you won't. If you THINK you will make money on Friday's - you will. It's 11:55 Friday morning and I have a rep who finalized three orders this morning and a another rep who finalized two.

I'll write a piece on the weekly value proposition next week. People generally want to have less things to worry about and they want to have less on their plate. By combining people's human nature with a weekly value proposition; Fridays are FANTASTIC selling days for true Sales Professionals.

Think I'm full of it? What did you do this morning?