How Making Excuses Could Sabotage Your Sales

Are you letting excuses ruin your sales efforts? Here are our top tips for beating procrastination!

21st September 2017Jonathan MillsJonathan Mills
sabotage your sales

We all have things we can’t help putting off. It might be comparing energy providers or clearing out the garage — we know it needs to be done but we just keep making excuses and finding other things to do.

Now, if it’s just cleaning the garage that you’re avoiding, that’s one thing, but if you’re putting things off in your business, that’s a problem. For many business owners, sales activities are the first things to shoot straight to the top of the procrastination list.

It’s time to ask yourself why you keep postponing sales tasks. Your procrastination could be linked to a number of things (more on this here). Is it a fear of failure? Or maybe a fear of rejection? Or have you convinced yourself that you work better under pressure (that will inevitably come later by doing nothing now)? Whatever the reason, it’s important to kick the procrastination habit.


After all, if you don’t have sales, you don’t have a business!

Don’t panic though; we have a few ideas to help you out. Instead of checking emails or browsing Facebook, just take an hour out of your day to work on sales. The more you do this, the easier it will become. Tackling sales tasks will become a habit and you’ll soon find that your confidence grows at the same rate as your sales figures.


Practice makes perfect

It’s a cliché but in this case, it’s true. It’s a great idea to keep a to-do list for specific tasks you struggle with. Whether it’s following up on a lead from a networking event or picking up the phone, get it on your list!

Make sure you do one of these things each day. If fear is one of the things holding you back, making these tasks part of your daily routine will go a long way to helping you overcome it. As you begin to see results, your mind will start to associate these activities with pleasure and success and procrastination will become a thing of the past.


Set your priorities

Getting clear on your priorities is one of the best things you can do to kick the procrastination habit. But how do you start? It all comes back to your FBI/IPAs.

You may have heard us talk about FBIs before (more about this here). Every business has IPAs or Income Producing Activities, the things you can do that will have a direct impact on your sales. Of these, you need to figure out which are your FBIs, or the activities that will have the fastest business impact.

This is your number one priority and should go straight to the top of the list. If you procrastinate over everything else (and we hope you won’t!) at least commit to tackling your main IPAs and FBIs.


Set realistic goals and deadlines

You’ll never fix your procrastination habit if your to-do list seems like an unscalable mountain. The key is creating a to-do list that is actually doable. Be realistic with the amount of time you have to dedicate to your sales activities and break bigger goals into more manageable tasks that you can tick off as you go. Every tick on that list will feel like a little victory and you’ll find yourself eager to keep racking up those wins.

Until next time,



PS Join our Facebook Group where you can ask questions about your sales challenges & receive the help you need to get on track to more sales! Take a look here

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