Double Your Income in Any Market

Written By | Sales Success | May 11th, 2009 | 12 Comments »

double your incomeThere is a simple formula that you can use to double your sales and double your income. It works in any market and for any salesperson. It has been tested and proven all over the world, in 52 countries. It is guaranteed to work if you will.

The Law of Probabilities says that you can increase the probabilities of sales success by doing more of the things that the most successful sales people do, over and over, every single day.

Average sales people think about their income in terms of how much they earn each year and each month. Top salespeople think about their income in terms of how much they earn each hour, and they are determined to make every hour count.

The average salesperson works only about 90 minutes per day. All the rest of the time is spent in idle socializing with coworkers, checking e-mail, reading the newspaper, going for extended coffee breaks and lunches, warming up and getting ready to sell, and then warming down and going home early.

According to Columbia University, the average salesperson works 1 ½ hour per day. Of course, this means that half of the salespeople work more than 90 minutes per day and half of sales people work less than 90 minutes per day. I have run into salespeople who become so busy in non-sales activities that they often do not see or talk to a customer at all in one or two days.

The Law of Three says that there are only three things that you do each day that account for 90% of the value of everything that you do. There are only three things that account for 90% of your income. There are only three things that account for 90% of your sales, your success and your future.

This Law of Three seems to be applicable to every job and occupation. In sales, we now know that the three activities that account for 90% of your value are: Prospecting, Presenting, and Closing the Sale.

Your other sales activities are also important, but not as important as the big three.

The way to double your income is simple: Spend 80% or more of your time everyday prospecting, presenting and closing. Take care of all other activities in the other 20% of time that you allocate. Better yet, spend 100% of each sales day in prospecting, presenting and closing, and do all your “busywork” before and after hours.

Ask yourself every minute of every day, “Is what I am doing right now leading to a sale?”

If your answer is “no,” immediately stop what you are doing and start doing something that is leading to a sale. Get back to prospecting, presenting and closing.

The key determinant of the number of sales you make is your “face time” with prospective customers. The more minutes that you spend each day face-to-face with prospective customers, the more money you will earn, in any market.

If you resolve today to double the number of minutes that you spend prospecting, presenting and closing, by the Law of Probabilities, you will double your income in the weeks and months ahead.

Every person and organization that tries this “Minutes Principle” is absolutely amazed at how quickly their sales go up, in any market.

Try it for yourself and see.

The Art of Closing the Sale
If you can’t close the sale, your career in sales will be short-lived. Your job, finances and lifestyle depend on your ability to close deals. My program, The Art of Closing the Sale, will show you EXACTLY how to close more sales and get the results you’re looking for. Learn more today.

About Brian Tracy – Brian Tracy is recognized as the top sales training and personal success authority in the world today. He has authored more than 60 books and has produced more than 500 audio and video learning programs on sales, management, business success and personal development, including worldwide bestseller The Psychology of Achievement. Brian’s goal is to help you achieve your personal and business goals faster and easier than you ever imagined. You can follow him on google+, facebook, and twitter.

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12 Comments

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  1. Best Diet says on August 6, 2013 at 9:27 am:

    I needed to thank you for this wonderful read!! I definitely loved every little bit of it. I have got you saved as a favorite to check out new things you post…

  2. Phoebe Loh says on January 27, 2011 at 4:00 pm:

    Inspiring, thanks! ;)

  3. Phil Hogan says on September 3, 2009 at 3:09 pm:

    Wow..average 1.5 hours a day. I’m not in sales as I work on accounting engagement during the day. It’s hard to believe the sales force can be so unproductive. At least there’s a lot of room for improvement.

    Phil

  4. Arthur Harris says on May 20, 2009 at 4:03 pm:

    Brian,
    This article hits the nail on the head. We are all guilty of just doing busy work but not productive work ie eye ball to eye ball with prospective clients.

  5. Mike DeAngelis says on May 19, 2009 at 4:22 pm:

    Brian,

    I just used the “Share This” feature to add your post to my own “Strategic Sales & Marketing” blog. I’ve had the advantage of reading five of your books (Crunch Point, The Art Of Closing The Sale, The Psychology of Selling, Goals!, and Advanced Selling Strategies) prior to the current recession, and I what impresses me most is the timeless quality of your sales advice. The things that worked “then” are the same things that work “now,” with a few subtle tweaks.

    The ingredient for sales success, I believe, is to do all of the things you’ve encouraged us to do for years…just with a greater sense of urgency and commitment, especially in regard to your suggestion to pushing the “busy work” to “after hours.”

    Thanks for many years of being my Sales Guru, and best wishes for your continued success.

  6. Susan Beesley says on May 16, 2009 at 10:25 am:

    Brian,
    Thank you – what a great reminder that we need to stop what we are doing wrong and start again to get it right. We all go there at some point – it’s just having the courage to do the right thing.

  7. Lynn Lane says on May 14, 2009 at 4:35 am:

    Brian,
    I always find your post very informative and easy to perform. Make every minute count!
    Lynn Lane
    Success Strategies For Life

  8. Vincent says on May 13, 2009 at 9:28 am:

    Hi Brian,

    Focusing more on things that matters instead of things that don’t matter will help us achieve more results regardless of any field. We should always analyze our life to find out are we focusing on the right thing to help us achieve better results.

    Cheers,
    Vincent

  9. Matt Rosen says on May 12, 2009 at 3:29 pm:

    Great article! I know that face time is most important with your potential clients. Very well said, and a post I will share with our clientele.

    Thanks Brian

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