Sales tip for the week of October 9, 2017

Good morning!

I am recording this at day’s end. It’s 5 o’clock on a Thursday and once again this week, I have accomplished a tremendous amount. A few minutes ago I wrapped up the final pieces of a lead generation service that will deliver both well researched leads and deeply detailed instructions on how to sell to one of eight different vertical markets. Last week at this time, I was sending out manuscripts of the book that I wrote last month called, “The 25 Best Sales Tips Ever.” In addition to those two huge projects—projects that took me many, many hours to complete—I worked on coaching calls and conference calls and content creation and travel plans for the ridiculous schedule that I got coming up…and I’ve done it all without working past 5:30 PM.

I don’t want you to think that I am spouting this information just to brag. I’m not.

I’m telling you this because I want you to know how I did it.

It’s human nature to meet our commitments, right? If I tell you I’m going to do something and I’m going to do it by a specific date, there’s a very good chance that I will get it done. That is exactly how I have seen such a dramatic increase in my productivity. Left to my own devices, I would get some things but not necessarily the right things, the things that I should be doing. In addition, I’d probably be sitting here well into the night and on weekends just to make up for my lack of productivity.

But a few months ago, I made a pact with someone and that has completely changed my approach and, more importantly, the outcome.

I found an Accountability Buddy.

It was in early May and I was in Tucson. I was catching up with my friend Catherine and we got talking about how each one of us wants to write a book. I proposed that we hold each other accountable, committing to specific action items and establishing the deadline. We held quick conversations to check in on our progress as the summer went along. Writing a book, as you can imagine, involves a number of steps and I just put one foot in front of the other until— voilà— the book was complete!

A few weeks ago, I was having lunch with my godson and nephew, Scott (who is also my webmaster) and I proposed that he and I become Accountability Buddies as well. That’s how the lead generation program got done. Tomorrow morning, Scott and I have our regular weekly phone call and I will proudly tell him that I completed the task that I committed to last week. (On the downside, I did not go for walks five times this past week, only three.)

What is it that you want to get accomplished? What are the things on your task list that have been sitting there forever and will continue to sit there until you commit to getting them done? By adding an Accountability Buddy and choosing two or three things to accomplish by a specific date and then asking him or her to do the same, you dramatically increase your chances of accomplishing that task.

It’s not complicated and it doesn’t cost anything. Other than identifying the two or three things you want to get done, the hard part is the actual doing. But, if you’re like me, making it personal and committing to another person is the best way to get things done.

Go find yourself and Accountability Buddy. I promise you: There are dozens of people in your circle of friends and coworkers who are procrastinating as well and would jump at the chance to gain the feeling of achievement and accomplishment.

Want more?

The video version of this sales tip goes into more detail. You can find it on my YouTube channel:


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Need sales? Bill Farquharson can be reached at 781-934-7036 or