How we change what others think, feel, believe and do
Lunch is for Losers Part 2
Guest articles > Lunch is for Losers Part 2
by: Daniel Milstein
Over the course of my career I have seen my coworkers miss important sales calls while they are out of the office and, in return, they lost that commission. This is why I believe lunch is for losers.
Of course, we do not have a company policy that prohibits people from going out to lunch. Rather, I and other managers emphasize how valuable time in the office can be. We lead by example, and other salespeople see that by leaving the office to get a hamburger or salad, they might miss one or two sales calls and lose substantial revenue. Originators understand that many consumers do their research and make purchases during their lunch time and will often call another salesman if their first contact isn't available. We have found that our loan originators thrive on the 'working lunch' environment, knowing that their dedication will be well rewarded. This is part of the 'working smarter' mindset that salespeople seem to understand and appreciate. As a survey from Right Management and LinkedIn has confirmed, fewer than half of workers leave their desk to eat lunch. Other studies have emphasized the importance of getting away from your desk during the workday. However, there are other ways to do this, such as long coffee breaks or a walk around the office building, without being absent during the valuable lunch hour. I understand that many people--including some readers--may still think the Lunch is for Losers attitude is too harsh and closely associated with a boiler room operation, so I am willing to soften it somewhat to Salespeople Who Take the Regular Lunch Hour are Losers of Additional Income.
In addition to working through lunch, I rarely leave the office for any other reason. This actually started when I resumed selling after my earlier two failures. I was 24 and looked even younger. I felt that Realtors or builder representatives who were considerably older would relate my youthful appearance with inexperience. I developed my early business from referrals and several productive niches, which didn't require me to make office stops. Now that I'm older and no longer have to worry about appearances, I am able to rely on my pipeline of referrals.
Of course, I understand that salespeople do need to leave their offices. While we encourage customers to visit our offices, obviously this isn't always possible. Our customer service pledge ensures that we will meet with them at their home or office. In addition, many salespeople develop their initial base by being 'on the road' to meet with clients. One of our originators is a former professional golfer who decided to switch careers. One of his effective techniques of enhancing relationships with real estate agents is providing them with golf lessons. So if it is a true business building activity, it makes sense to leave the office.
While there are instances of necessary out-of-the-office trips, when it doesn't make sense to leave the office, don't. When you leave the office you are setting yourself up for lost income and lost sales; was that hamburger really that important to you?
Daniel Milstein is the bestselling author of ABC of Sales. For more information, visit: http://amzn.to/ABCARTICLES.
Contributor: Daniel Milstein
Published here on: 16-Jun-13
And the big