“But, I just don’t have enough time to grow my sales.”
If I had a nickel for every time a sales person or business owner told me this, I would have…
A lot of nickels.
Time management is one of the most critical issues that sales people face. In today’s market, sales people are often tasked with more responsibility, while sorting through more distraction than ever before. However, as someone who works with thousands of sales people every year, this problem can be very easily remedied with three simple changes. Here are three must-know time-management tips for sales people:
Jealously Guard Your Time: The scarcest resource that exists to sales people is time. It is your responsibility to defend that resource like you would a pile of cash. This means that you don’t set aside 2 hours for every meeting, lunch, and client visit. Instead, be very clear with yourself how much time you intend to spend in each meeting and stick to that at all costs. Schedule out your entire day. Even schedule in a window of time for prospecting activities.
Disqualify the Bad: Sales people are often wasting vast quantities of time simply following up on prospects that are never going to do business with them in the first place. This is caused by an effort to persuade every prospect to do business with them. Yet, not every prospect is a fit for your product or service, so stop persuading. Instead, spend the first half of any sales meeting asking questions to ultimately disqualify or qualify prospects. If a prospect is not qualified for a presentation, then don’t present. Move on to the next prospect.
Have an Agenda for Every Meeting: Have you ever had a meeting that you intended to last for 20 minutes, ultimately last over an hour? If you had a strict agenda, this would not have happened. Most meetings, whether internal or sales-related, get sidetracked. By having a clear agenda, where you set out the time for the meeting up front and stay on task, you will keep most meetings right on time. When you see the meeting get sidetracked, just gently pull it back on track.
Marc Wayshak is author of the book Game Plan Selling and a sales keynote speaker.