goThe question too many salespeople ask themselves is, “What should I do next?”

It seems as if salespeople spend all of their time thinking about what they should do next and never wind up doing anything.

If all we did was think about what we were going to do, can you imagine how little would actually get done?

My suggestion?  If in doubt, go!  It’s a simple rule that works the vast majority of time.


As we get close to entering the 4th quarter of the year, the race is heating up as salespeople strive to make or exceed their number.

Every day I hear from salespeople who are complaining to me about the difficult time they’re having making their number.  When I ask them what they’re doing with their time, they state a wide number of things, none of which seem to be making calls. It’s crazy.

It’s time to get things moving.  Make the call. Talk to the prospect. Get out there and make something happen.

As bad as it can be spending time thinking about what to do next, an even worse scenario is a person justifying why they shouldn’t contact the customer.   Again, my response is Go! Go now!

Waiting for that perfect time to reach out to the prospect might make sense if the one you’re contacting is the CEO of a Fortune 500 company.  My guess is that doesn’t describe the majority of the people on your prospecting list.

Nike has the slogan, “Just do it!”   We in sales should have the slogan, “Go! Make the call!”

Quit trying to complicate things. Quit trying to make issues out of imaginary problems that exist only in your mind.

Go!  It’s not complicated. It’s not that hard. It only takes you actually doing it.  The beautiful thing is you control it.

Make today a “go” day and you will be well on your way to making this week a “go week.”

Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.

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