There have been numerous studies (and debate) about the proverbial “best days” to call a prospect.
I’m confident that in the time we spend debating that and posturing ourselves as the true sales Jedi we are, well, we probably could have just sold something instead. I’m also confident that a parallel debate goes on each day (internally) when we find a kazillion reasons NOT to approach a prospect.
You know . . . they’re too big, we’re too big, they have a supplier, they were mean to you once, they only talk to new vendors when the moon is aligned with Saturn and if it’s the 3rd Thursday at the start of a new millennium. Etc!
Relax. Your secret is safe with me. You know what? I’ve been that guy!
Here’s a cool way for you to start looking at your world. Once you read it, I would invite you to download it here: and put that bad boy by your phone to serve as a constant reminder that . . .
Everyday . . .
A new business is born that requires your product or service
A business wants to grow and they need your help
A sales rep goes M.I.A. leaving an orphaned account for the taking
A business moves into your area finding it easier to deal with a local company
A new buyer joins the company looking to make a name for them self
That old buyer who used to tell you “NO” may have left
A vendor drops the ball creating an opening for you
A vendor gets complacent creating an opportunity for you to amaze
A buyer doesn’t like their rep
A buyer feels like they have to continually “babysit” their vendor
A buyer is managing too many vendor relationships and needs a one source solution
A buyer hates the buying process with their vendor
A buyer wants to deal with someone who isn’t just about their commission check
A buyer feels like they are over paying for what they are getting
A rep misses a deadline
A rep fails to communicate properly giving you an opening
A company needs the benefits of your offering to help them streamline their process
A company needs to get better market share . . . your idea can help
A company needs happier customers, shareholders and employees . . . you’ve got the cure!
A buyer wishes they could find a vendor who “gets it right the first time”
A referral from an existing account is there for the taking . . . you need only to ask for it
A “low ball” company can’t sustain quality
A sales rep gets caught in a lie to a customer losing credibility
A vendor implements some stupid, non customer friendly policy
A vendor raises their price making the buyer reevaluate their situation
A Buyer needs your awesome idea to make them look like a rock star!
A Buyer Get’s FED UP!!! 
Our job is to find these people!
When we do . . . I believe THAT is in fact the best day to call!
I would make this your pep talk before hitting the phones from now on!
One last “Everyday” for you to consider.
Everyday, someone moves from knowing how to do something, to actually doing it!
That’s where you and I need to be!
Seize the day folks!
As it turns out, now is the moment you’ve been waiting for
Lucinda Williams
Today, you are cordially invited to kick ass!
For a downloadable (and printable) version of “Everyday” please click here. Print out a few copies for your co workers and email them to your network! Same low, low price 
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{ 20 comments… read them below or add one }
Couldn’t have said it better myself!
So true Paul.
To say it with my mothers words translated into english.
Tomorrow, tomorrow – not today, that’s what lazy people like to say.
Roy
@ Barry Caponi: Thanks Barry!
@ Roy Schoettle: That’s an awesome saying and so true!
Much appreciation to you both for stopping by to contribute!
Respectfully,
Paul Castain
Paul,
I am here from Twitter (@barneyausten) – was just going to copy and paste the list and pin it on my notice board beside my vision board, then I clicked the link, and violá – the list is there for me! Thanks for providing, inspiring and kicking butt.
Feeling much more positive about my journey of cold-calling
Well put everyone just brightended my Monday.
ANd lets not forget to put our cover sheets on the TPS reports.
Best regards,
James
Love it Paul!
I started selling at 14 years old at a magazine subscription “boiler room”. I used to go there every day after school and work the phones for 3 hours. We had pages of reverse telephone directories to call from and each page had 100 names.
Our boss would walk around the room watching us and keeping everyone motivated and on the phone. As I look back I can only imagine what a tough job that was with a bunch of teenagers as employees!
One night he saw me slacking and he pointed at the page of numbers I had in front of me. He said “There are 4 sales on this page. If I knew which ones they were I wouldn’t need you”. I still laugh about that.
He was so right….the sales are out there. You have to find them.
Thanks for your reminder that there are no excuses. Just go out and find the sales.
Great stuff as usual, Paul. Thanks for sharing and for helping us kick off the new week (and month) with a bang.
Cheers,
Bill
Pauly
So let me get this straight – if I don’t call, I won’t know about opportunities – the world keeps spinning without me? :>
Your post reminds me of a radio broadcast I heard recently where a slalom skier was describing one of her most disheartening moments : During a competition, she wiped out on a turn. She was devastated to have disappointed her fans, her family and herself. Then her training took over and she quickly got back to her feet and finished the race. She took third in that heat and ended up winning first in the overall race. As it turns out every one of the competitors fell that day. Her realization?:
They all fall down! The winners are those who get up faster.
Thanks for giving us an arsenal to help us own that internal battle you speak of. This is indeed the day I’ve been waiting for!
Don F Perkins
@ Elaine Rogers: I’m glad you liked the idea of having this as a print out. This way it stays on our radar screen. Nice touch by having this by your vision board!
@ James Poston: I suck at getting my TPS reports in on time. I’m also one of the idiots who hates doing his expense reports . . . and its money waiting for me. Go figure
@ Fran Hom Hogan: At this since you were 14? Gold star Fran! I like the message your manager gave you. Sometimes we complicate the heck out of these things and need to bring it back to what your manager told you!
@ Bill Paul: A sincere honor my friend!
@ Don F. Perkins: Here’s to getting up faster Don!
Thank you all for your continued contributions.
Respectfully,
Paul Castain
Great article Paul. Thanks for making a printable version too.
I am so glad you put this in your blog this week! I printed it for myself, and forwarded it to many sales people including higher ups in the company. Thank you for this reminder!
A great list to read. I just printed in and put in next to my phone! We all need these reminders!
Paul: How true. And here is a life lesson I recently learned that dovetails the calling bit.
The December snowstorm that plagued DC my son-in-law invited me to join him clearing snow on the “Bobcat”. It was Christmas eve and we were raking in the money. I made the mistake of looking at my watch, it was 11:40 pm. I said, “dude were done, look what time it is. Besides it Christmas Eve the folks must be getting to bed.” My son-in-law replied, “Pops, don’t girl out on me, get over there and knock on tow more doors, suck it up this is money time.
So being the big salesperson i am could not back down. Guess what,, the people came to the door, we got two more jobs that I would have left out because I thought it was to late.
Great lesson from a Bobcat operator!!
@ Nick Smith My pleasure!I’m going to call Michael later today to make sure you have that posted by your phone
@ Glenda Pitts: Thanks for passing this along. Its a message that we all need from time to time!
@ Jo Ann Eyring: All I can say to that is “Rock On!”
@ Keith Raggio: Great point. There’s something else interesting in those words that many of us can miss and its the festive spirit people are in at holiday time. I think we get so busy thinking that because its a holiday the world shuts down that we miss out on the fact that you get a lot of folks in a damn good mood (maybe even hammered
)
Proof positive that the best time is now!
Thank you all for your continued contributions to this blog post.
Wishing you all a ridiculously cool Tuesday!
Respectfully,
Paul Castain
Darn!
I was hoping you were going to tell us THE ONE day to make sales calls so we could kick back the rest of the week!
Actually, you made many great points; we can talk ourselves out of doing anything and I’ve certainly been guilty of it. Nothing like doing it “in the NOW”!
@ Julie Hansen: Too funny . . . you’ll have to wait for release of The 4 Hour Sales Week book coming soon
I agree with you 100% on your point about doing it “in the now”
Thanks for taking the time to stop by!
Paul Castain
Good One Paul,
I loved it. Moral of the story: “Stop waiting for the ’saviour’. Go out and create one” !
Devaiah
@Devaiah . . . couldn’t have said it better myself!
Thank you!
I love that you take out the guess work of when to call. Just do it. Suggestions like this, make life much easier. Thank you for sharing your insight!
BING! Spot on again…keep this up, Paul, and people will be following you.
(Miscellaneous boss of Paul circa 2000)