Procrastination and Delay
One of the major time wasters in selling is Procrastination and Delay. This occurs when we find every conceivable reason to put off getting with the people who can and will buy from us. Let’s face it everyone procrastinates. There is always too much to do and too little time. The difference between success and failure is determined by what a person chooses to put off. Losers put off the important things that could make a difference in their lives. Winners put off low value tasks and activities.
Half of all working time, is wasted and most of this wasted time is taken up with coffee breaks, phone calls, and personal business, or other useless activities that make no contribution to our work.
The best way to overcome the procrastination of sales calls is to plan each day in advance. Make a list the day before, and then make your calls as early as you can. Get up and get going. When you launch quickly into a workday, you will work at a higher level of effectiveness all day long.
Another time waster is the incomplete sales call, requiring a callback. This occurs when we have not thoroughly prepared for our presentation or taken all the materials we need on our sales call. When you are with the customer, you find you are missing the correct order forms, or other materials needed to close the sale. We then have to make arrangements to go back and see the prospect a second time, something that often does not happen.
We waste a lot of time in selling when we find ourselves with a prospect, but without all the information needed to make an intelligent presentation. We may have all the wrong facts, the wrong figures, or even the wrong specifications. We may have misunderstood what the prospect said they wanted and made a proposal that does not solve the prospect’s problem or satisfy their need.
This weakness alone may cost us hours of hard work. It boils down to ignorance of the product or service we are selling. This is invariably caused by laziness on the part of the salesperson. Fortunately it may be very easily overcome with time and study.
Thorough preparation separates the sheep from the goats among sales professionals. Top salespeople take the time to diligently study every detail of their product or service. They review and then review again. They take notes. They decide in advance that no one will ever ask them a question that they cannot answer intelligently and completely.
Here’s another time waster, a salesperson sets off across town to see a prospect for an appointment they did not reconfirm. It was arranged in advance, so everything should go as planned, right? But when the salesperson arrives, the prospect cannot see him for some reason. As a result, they have wasted the entire trip. Work smarter, not harder!
“Remember, Success is Always Within Reach”
#terry ogburn #entrepreneur #Business #Business Development #Business Sales #business coach #business coaching
Half of all working time, is wasted and most of this wasted time is taken up with coffee breaks, phone calls, and personal business, or other useless activities that make no contribution to our work.
The best way to overcome the procrastination of sales calls is to plan each day in advance. Make a list the day before, and then make your calls as early as you can. Get up and get going. When you launch quickly into a workday, you will work at a higher level of effectiveness all day long.
Another time waster is the incomplete sales call, requiring a callback. This occurs when we have not thoroughly prepared for our presentation or taken all the materials we need on our sales call. When you are with the customer, you find you are missing the correct order forms, or other materials needed to close the sale. We then have to make arrangements to go back and see the prospect a second time, something that often does not happen.
We waste a lot of time in selling when we find ourselves with a prospect, but without all the information needed to make an intelligent presentation. We may have all the wrong facts, the wrong figures, or even the wrong specifications. We may have misunderstood what the prospect said they wanted and made a proposal that does not solve the prospect’s problem or satisfy their need.
This weakness alone may cost us hours of hard work. It boils down to ignorance of the product or service we are selling. This is invariably caused by laziness on the part of the salesperson. Fortunately it may be very easily overcome with time and study.
Thorough preparation separates the sheep from the goats among sales professionals. Top salespeople take the time to diligently study every detail of their product or service. They review and then review again. They take notes. They decide in advance that no one will ever ask them a question that they cannot answer intelligently and completely.
Here’s another time waster, a salesperson sets off across town to see a prospect for an appointment they did not reconfirm. It was arranged in advance, so everything should go as planned, right? But when the salesperson arrives, the prospect cannot see him for some reason. As a result, they have wasted the entire trip. Work smarter, not harder!
“Remember, Success is Always Within Reach”
#terry ogburn #entrepreneur #Business #Business Development #Business Sales #business coach #business coaching