Life proceeds at a rapid pace. Decisions have to be made, contacts made, sales made, referrals made, and all on a timely basis. Oh, yes — and money made. It IS a sales world, mind you.
And yet, there are too many salespeople that suffer from Procrastination — ”I’ll make the calls/appointments tomorrow”. “I hate the Phone” [Phonophobia]. “I’m not feeling too well today.” Excuses, excuses, excuses. Obviously, many folks don’t have the old saying on their desk “Never put off for tomorrow, what you can do today.”
If procrastination isn’t enough, those same agents allow themselves AND their clients to look at facts and figures and succumb to Analysis Paralysis. Wow. What a psychological mental block — put off today what I know deep down I WON’T do tomorrow. Yes, delay tactics, while looking for more facts and figures to analyze to muddy up the waters.
Wikipedia defines Analysis Paralysis as “…the state of over-analyzing (or over-thinking) a situation, or citing sources, so that a decision or action is never taken, in effect paralyzing the outcome...”
While Dictionary.com defines Procrastination as “…putting off or delaying, especially something requiring immediate attention…”
So who’s at fault? Is it the salesperson? Is it the client? Or is it the salesperson AND the Client? Yes, Yes, and Yes.
In sales, you have a responsibility to your customer, to yourself, to your family, and to your company to avoid procrastination, nor fall victim to Analysis Paralysis. And yet, there are too many salespeople who tend to ignore their major responsibility — the need to ACT. And most importantly, the need to convey that important action to the client who knows he/she must act, but procrastination is more comfortable and a way to avoid decision-making.
And then procrastination AND analysis paralysis sets in: “Let’s discuss this at our next meeting” or “I think I need more time” or “ I think I need more information“ or “I think I need to share these rates and printouts with my [advisor, wife, husband, mother, brother, aunt, uncle, attorney, etc.]”. Sound familiar?
Are there any ground rules a salesperson can establish in order to avert that insidious illness called Analysis Paralysis or Procrastination? The answer simply is “yes”.
Here are some basic steps to get you AND your client moving towards a decision:
Eliminate the fear of failure. Failure only occurs when you don’t do anything.
Establish a timeline by putting a stake in the ground — and stick to it (no pun intended).
Accept the unknown. There is not enough data to eliminate the unknown — it’s a fact of life.
Eliminate the search for more data by establishing a “no read” zone and a “no more data” zone — and stick to those rules.
Embrace the fear of inactivity.
Embrace the fear of failing those who rely on you because of your procrastination.
So, you CAN eliminate Procrastination & Analysis Paralysis. Just become Nike-like and “Just Do It!”