8.7. Just Do It!
The single most important thing about the Hour of Power is that you do it. Keep a log and hold yourself accountable or team up with another salesperson you know and hold one another accountable.
If you have a personal partner, as discussed in Chapter 3, make sure this person knows about your Hour of Power goals. Share your tally sheet with your partner, so you feel more accountable. When I coach salespeople, they turn in their Hour of Power tally sheets to me at the end of each week. This helps keep them on track, because they have to report in, and they want to report good news.
Once you have formed the habit, it becomes second nature—it doesn't even feel like work. The rule about not selling actually makes placing the calls easier. There is no pressure on you and no pressure on the recipient of the call. They won't mind the call; they won't avoid it; they will actually pick up the phone and enjoy the brief exchange.
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